Within most of our working environments there is an element of selling, whether that is selling products and services to clients to selling ideas internally to your colleagues. Whatever the situation you must be able to present a compelling and engaging proposition.
This course can be tailored to provide a basic framework for usual “non-sellers” to create opportunities for the development of business. By looking at the process behind buying and selling and looking at the importance relationships play in the overall process participants will go away feeling far more confident of their ability to win and develop business. This is a course for the low profile sellers, the sellers who can win business by not using aggressive tactics which only sets off a chain reaction of mistrust.
Participants will learn a structured approach which will enhance their confidence, ability and ultimately results. They will be able to deal positively with clients at all levels and will be able to practice skilfully gathering information from the client to formulate and engaging solution to their clients’ needs.
This course is designed to provide the participants with the confidence and positive mindset that they require, and demonstrate that there are fewer better feelings in business than knowing that you have helped your clients to become more successful.
Participants will learn:
How to position themselves from their competitors
How to prepare themselves before picking a client meeting
How to take a consultative approach to working with your clients
How to build relationships with the buyer
To understand the difference between client wants and needs
How to provide a framework to ask the right kind of questions
How to position features and benefits
How to deal positively with clients objections
How to gain commitment from a client
The course is supported by group exercises and role plays to enhance the learning experience of all participants and validate new skills which have been learnt.
All participants will take away from the course:
• A bespoke participant workbook
• Exercises to support the learning back in the workplace
• A personal action plan to show key actions and associated outcomes back in the workplace
• A set of objectives to be discussed with their line manager for further individual development
• The continuing support of ISP (Training)