Centre for Competitiveness

Knowledge is power

  

SALES SOLUTIONS FOR SELLING IN A SLOWDOWN

 

A one-day workshop to help build an effective sales performance solution

Introduction

The Sales Solutions Workshop has been designed to produce an immediate, significant and reliable increase in sales. In today's complex world of business, the sales person faces a myriad of decision makers within a company before the sale can be completed. The Sales Solutions workshop takes the sales person through the sales process in a practical hands-on approach. Using the latest research and development in the field of sales communications, this state of the art workshop will improve your sales results, helping you to exceed targets.

How you will benefit from this workshop?

  • Shorten the sales cycle

  • Create value for the customer and capture your market share

  • Learn how to create the "act now" sense of urgency for your customer

  • Why product knowledge, although essential, is likely to be hurting you

  • Learn to qualify customers early in the sales cycle

  • Learn how people make decisions

  • Learn how to manage their decision making process

  • How to guarantee that you have the decision maker

  • How to manage the multiple decision-making process

  • Pain - The key ingredient that drives every sale

  • How to get the missing information you need to be effective

  • How to develop and strengthen "competitor-proof " relationships

  • Talk the same language as your customers

  • Build credibility and trust with your customers

Participants will learn

  • Why people really buy

  • Beyond the Basics

  • Value Added Consultative Selling

  • Building Pipeline Business

  • Understanding the Buying/Sales process

  • Building Credibility

  • Influencing and Controlling the Buying Process

  • Identify the 3 levels of buyer needs

  • The Questioning Process

  • Getting Commitment

  • New Definitions of Features Advantages and Benefits

  • Pre-empting Objections

  • Case Studies from your perspective pipeline

  • Beyond The Close

Workshop Leader

Colly Graham FISMM brings thirty-five years of practical experience of selling and an ability to empathise with sales people and establish immediate rapport and credibility as a trainer. He is also a licensed practitioner of NLP having trained with Richard Bandler in 1998.

For further information contact Michael O'Neill on 028 90737950 or michael.oneill@cforc.org

Centre for Competitiveness