Solution Based Selling - Workshop Outline
Convert more leads with a customised 'Solution Based Selling' workshop for your sales team. The workshop content will challenge the team in new and unique ways, and includes:
Introduction and Overview
- Pre-workshop assessments
- Market forces and the sales paradigm
- Critical sales and business growth issues
Becoming a Change Agent
- Why customers are not product oriented
- How change impacts buying decisions
- How top performers think like customers
- Creating customer motivation to change
- Why solving customer problems is the key
- How to deal with buying teams
Selling from the Prospect's Viewpoint - Request a Preview CD
- How selling works as a transference of belief
- Enhancing personal belief and developing empathy
- How customers make buying decisions
- The selling process from the prospect's viewpoint
- Effective pre-call planning and post-call analysis
Solidifying the Relationship
- Why selling is a continuum, not an event
- How to quickly gain trust and confidence
- How to effectively open meaningful discussion
- Being well informed through effective questioning
- Essential information we need in order to be well informed
Selling Different People Differently
- Understanding the four major communication styles
- How to identify styles and needs by observing behaviour
- How to increase personal versatility to better accommodate different styles
Opening the Mind and Justifying the Decision
- Importance of arousing curiosity and interest
- How to open the customer's mind
- Four questions that must be answered
- Evidence defeats disbelief; using logic effectively
Validating the Value
- Why people buy
- How to balance emotion and logic in the sales process
- Validating value through persuasive communication
- How to customise the sales presentation
- Using facts and benefits effectively
Effecting Closure
- Knowing when to close and the action you want
- How to probe to read the buying temperature
- Building confidence through seeking opinions
- Our attitude at the time of closing
- Ways of closing
Meeting and Answering Objections
- How to meet 'no' professionally and bury excuses
- How to verify the prospect's true concern
- When to answer objections and use empathy effectively
- Selling value, not price
- Effectively answering and reversing objections
Personal and Team Action Strategies
Preview the workshop content.
Get a Preview CD of the session 'Selling From The Prospect's Viewpoint'.