Solution Selling
You only get one real chance to win at sales - make the most of it!
Course Ref: 0827 | CPD Hours: 7 | Price: £ 499.00(exc. VAT) | Member Price: £ 449.10(exc. VAT)
Price includes morning coffee, lunch, afternoon tea and all course materials.
Click the venue name for location details. Venue will be confirmed on joining.
We can also train a group, or customise a training course to your specific needs. Please email us for further information.
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Start Date
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End Date
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Venue
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21/07/2008
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21/07/2008
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London
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01/10/2008
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01/10/2008
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London
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05/12/2008
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05/12/2008
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London
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This workshop takes consultative selling to its cutting edge. It provides an in-depth approach to the most practical and precise route for helping sales professionals refine their sales methodology and business skills.
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Make a positive impact on a higher percentage of customers and prospects
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Become more responsive to customers’ business needs
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Identify and service key purchase criteria with accuracy and confidence
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Achieve substantial up and cross-selling
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Increase volume and margin
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Reduce the sales cycle
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Increase new business and sales from existing customers as well as market share
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Gain positive positioning for negotiating higher percentages of gross margin
You will walk through a refined version of the selling process designed to gain immediate attention and interest from prospects and customers. At each stage of the methodology you will see the selling process from the buyer’s perspective, thus identifying the critical factors in presenting the most persuasive needs-based propositions. By applying the methodology on a daily basis, you will increase both the range and value of what you sell.
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Develop interface skills – without these you will only ever appeal to 25% of your prospects or customers
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Use a new approach – refining your sales objectives to deliver shorter sales cycles
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Understand the precision process – creating a staged approach to achieving your objectives
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Manipulate the decision matrix – game planning to target the right people in the most effective way
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Find instant drivers of buyer interest
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Utilise your approach skills – fast-track appointment getting
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Develop objection-effective techniques – taking the sting out of 99% of objections
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Find the must-have solution – the precision definition of solution value
This workshop will be of benefit to anyone in business-to-business sales where profit is a key sales objective.
Practitioner/Manager
All of our marketing training is based on the CIM's Professional Marketing Standards framework, ensuring that marketers at all levels of seniority gain the practical skills that employers require to improve business performance. Please take your time to review our standards framework, if you have not already done so.