Selling is all about finding connections, mainly those that potentially
exist between a customer and the products and services that you sell.
As a salesperson you need to be skilled at partnering with your customers to
discover these connections; pinpointing what is valuable in your offer and
communicating this effectively to your customer. It’s about being open to their
views, concerns and objections, working through all of these to the elegant
closing of a deal.
Duration
One day a week for two weeks (two days)
Designed for
Anyone new to a sales role.
Content
• Seeing value in what you sell
• Human difference: my sales profile and that of my customers
• Rapport building
• The three phases of selling:
- Learn: I listen, you talk. Learning from the customer
- Propose: I talk, you listen. Building the perfect pitch
- Deal: We both talk and listen. Working questions and issues through
towards creating a great deal
• Putting it all together: end-to-end selling practice
Learning outcomes
• Discover how to appeal to each customer by tailoring your style
• Identify customer needs via questioning and curiosity
• Motivating and outlining – the two pitching behaviour types
• Pitching – construct strategic, appealing pitches for each individual
customer
• Answering questions
• Deal with difficult customers via effective communication strategies
• Identify when and how to close a deal
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