Objectives
This one day course builds on core relationship management skills courses and teaches delegates how to build profitable relationships with clients, how to control conversations, develop negotiation tactics, effectively manage their sales pipeline, manage Key Accounts and write effective proposals. The course can extend to 2 days if desired.
By the end of this course delegates will be able to assess buying preferences of the Client/Prospect, use a range of questions to understand client’s motivational drivers, demonstrate how to build rapport with clients, understand how to match buying solutions to client needs, gain commitment to next stage and close the sale, understand how to manage Key Accounts, use effective negotiation tactics, understand the importance of effective pipeline management and write effective proposals.
Content
- Building Rapport and Interest
- Validating The Need
- Matching Solutions to Needs
- Client Motivations
- Advanced Objection Handling
- Controlling Conversations and Presenting Solutions
- Up Selling, Cross Selling, Value Added Selling
- Advanced Questioning Skills
- Effective Negotiation Tactics
- Gaining Commitment And Closing The Sale
- Managing Key Accounts
- Pipeline Management
- Proposal Writing
At the end of the course delegates will prepare action plans based on what they have learnt on the course to ensure they commit to their own personal development. They will be encouraged to discuss with their manager, on return to the workplace, the best way to put further development into practice.
Who should attend: Anyone who needs to improve/add value to their client selling skills
How To Book
Please contact your Learning & Development Manager if you are interested in this course.