Sales Discovery
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Without understanding the customer’s business needs and how they plan to decide on a solution, closing a sale will be unlikely. In this customised workshop you will learn tools for discovering what a customer needs and how they will decide on a solution. You will have an opportunity to take an assessment and learn your own personal selling style. Then, using tools for overcoming objections and aligning a solution, you will sell a custom solution to your customer. This workshop is custom tailored to your company and industry.
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Who is it for?
- Sales Rep / Account Mgrs
- Sales Managers
- Sales support professionals
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Attendees
- Up to 100 to attendees
What are the benefits?
Without understanding the customer’s business needs and how they plan to decide on a solution, closing a sale will be unlikely. In this customised workshop you will learn tools for discovering what a customer needs and how they will decide on a solution. You will have an opportunity to take an assessment and learn your own personal selling style. Then, using tools for overcoming objections and aligning a solution, you will sell a custom solution to your customer. This workshop is custom tailored to your company and industry.
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- Receive coaching and feedback from a professional coach
- Practice a questioning process to mine for opportunities
- Discover the three keys to providing value to your customer
- Learn what to listen for in customer conversations
- Develop questions designed to gather the needs and decision criteria of the customer
- Learn and practice persuasion and assertive techniques in communication scenarios
- Discover your selling style
- Learn how to design a presentation to align with the needs and decision criteria of your customer
- Utilize a process for responding to objections and tough questions
- Practice the implementation of responding to the tough questions
- Deliver an aligned presentation based on the products and services you sell
Programme Activities
Effective Communication
- The importance of communication
- The three elements of providing value in sale
Effective listening
- Three types of listening
- Develop active listening
- Listening for red flags and green flags
Questioning
- Needs and decision criteria defined
- Questioning process
- Discovery conversations
- Follow-up questions
Communication Styles
- What is my Selling Style?
- Strengths of my style
- Trouble spots of my style
- Reading other styles
- Application of communication styles
Handling Questions
- Steps for effective Q&A
- When to answer questions
- Maintaining control & credibility
- When you don’t have the answer
Tough Questions & Objections
- Process for responding to tough questions
- Responsive acknowledgement
- Power of persuasion
Objectives and Outcomes
- Learn three elements that make up value to a customer
- Practice listening techniques to identify flags
- Practice process for data mining in a sales conversation
- Develop questions to gather both needs and decision making criteria
- Take an assessment to discover your personal selling style
- Practice persuasion and assertive communication techniques
- Use a message alignment process for presenting an aligned solution
- Practice using a process for responding to objections and tough questions
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Companies We Have Worked With
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Programme Reviews From Past Attendees
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Without understanding the customer’s business needs and how they plan to decide on a solution, closing a sale will be unlikely. In this customised workshop you will learn tools for discovering what a customer needs and how they will decide on a solution. You will have an opportunity to take an assessment and learn your own personal selling style. Then, using tools for overcoming objections and aligning a solution, you will sell a custom solution to your customer. This workshop is custom tailored to your company and industry.
Contact Us
If you would like to enquire about any of our programmes, please fill out our enquiry form or get in touch using the details below.