The Sales Professional’s Master Class

The Sales Professional Master class

OBJECTIVES

By the end of the workshop, participants will be able to;

• Assess the customer’s criteria for judging value received, through an analysis of their business and purchasing strategy, and in particular their value drivers
• Develop true, customer focused value propositions
• Measure the value received by the customer, and to measure that value in the customer’s own terms
• Penetrate the customer’s decision making process in order to find those to whom your value matters the most
• Understand and use ‘The change equation’ to overcome customer inertia
• Sell the value through the use of enhanced questioning skills, and a joint problem-solving approach to the customer relationship
• Negotiate both a value price and a win-win outcome

WHO SHOULD ATTEND?

• Individuals wanting to update and improve their current selling skills.
• Individuals wanting to learn and master some exciting new techniques in building rapport, creating and capturing value and closing every deal.
• Individuals who need to be able to ‘sell’ or influence others within their own organization in order to progress their business objectives
• Individuals responsible for the supervision, management or coaching of salespeople, or those on the ‘Fast-track’ to management.

COURSE OUTLINE

DAY 1 –Before the call and the key first two minutes

• Introduction & Welcome
• Ice-Breaker exercise
• Your Views on Selling
• ‘Customers are not all equal’
  • Classifying Customers
  • Planning your Strategy
• Pre-Call Planning
• Opening the call
• The Psychology of sales success
• Establishing & Building Rapport

DAY 2 – The Sales Interview

• Listening versus Talking
• Customer’s Personal Motivation Styles
• Questioning Skills
  • Models of Questioning
• Linguistics and their role in the sales process
• Selling on Value not price
  • Building significance
• Identifying Needs
  • The psychology of needs
  • Corporate Motivational drivers
• Seeking Referrals

DAY 3 – Building Significance

• Positive impact analysis
• Shared future analysis
• Uncovering Concerns
• Selling on Consequences
• Discovering and unlocking your true value
  • The Customer Activity Cycle
• The Customer’s Influence chain
• Talking their language

DAY 4 – Overcoming resistance

• Handling Objections
• Preventing Objections
• Uncovering objections
  • False Objections
  • Real Objections
• Overcoming inertia – The Change Equation
• Handling the Competition
• The ‘Feel-Felt-Found’ Technique
• Using Third Party Testimonials
• Trial Closes

DAY 5 – Capturing the Value – Getting paid what you are worth

• Negotiation Skills
• Bargaining
• Closing the call
• Action Planning & Post-call analysis
• Workshop Summary