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Course Overview This workshop teaches delegates practical skills in structuring and controlling a face-to-face sales meeting. The course offers helpful insights into rapport building, overcoming objections and making a memorable impact. It is a popular session of real value to those who regularly visit clients Audience Sales professionals who want to grow their business, get more from existing accounts and build excellent relationships with their clients Skills Gained Delegates will learn: - Achieved objectives from every sales meeting
- Control of the discussion without resorting to aggression or pleading
- Confidence in face-to-face selling
- The formula to beat resistance and overcome all possible objections
Course Outline - Prepare for the meeting
- Research the meeting effectively
- Understand the client's organisation and its core values
- Structure the meeting
- Learn the four-part structure that signposts the meeting and maximises selling opportunities
- Uncover client needs through advanced questioning techniques and active listening
- Develop rapport with your clients through non-verbal communication techniques
- Use features and benefits to demonstrate your capability
- Gain the maximum possible commitment to move the sales process forward
- Deal with resistance
- Anticipate resistance and overcome objections to your product or service
- Make clients more flexible in their expectations
- Get your key selling points across so they are remembered will be sold on by your buyer internally
How to make a booking for the S-S-FF course
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