Workshop Description
This practice-driven workshop incorporates emotional intelligence skills training (E.Q.) with consultative sales training. Soft skills do yield hard sales results. The best “selling” boils down to effective communication.
People often make buying decisions based on how salespeople treat them, how
well a salesperson understands their needs and how persuasively a
salesperson positions solutions. This workshop is designed to teach sales
and communications skills that enable salespeople to sell with a focus on
what benefits the prospect. It is intended for individuals who want to
improve their sales performance by understanding the four stages in
consultative selling: build, discover, sell and close. Both
experienced and inexperienced salespeople benefit from this workshop because
it is designed specifically to develop and improve a salesperson’s
listening, questioning, and presenting skills. In today’s highly competitive
market, much of a sales professional’s success depends on these skills. For
example, poor listening translates into missed opportunities, alienated
prospects and lost profits. More than half the workshop is devoted to
practicing these interpersonal skills; this ensures participants leave the
workshop ready to apply these communication and sales skills immediately.
Workshop Objectives
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Learn how to listen so you
understand and respond to the prospect’s point of view
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Learn how to build, develop
and maintain sales relationships
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Guided by the "P4" questioning process (profile, problem,
penalty and payoff), learn how to
target questions
that solicit critical information from the prospect
-
Learn how to position your
product or service in a way that meets the need(s) of your customer
-
Learn how to present your
product or service, one-on-one and to groups, in a manner that
enhances your credibility and supports the solutions you propose
-
Learn how to persuade in a
way that creates readiness to buy
-
Learn how to handle objections
by supporting the relationship and ensuring you answer the prospect’s real
concerns
-
Learn to ask for a prospect’s
decision and know how to ask for it
Prerequisite: None
Number of Days: Three
Please contact Glenn Siebert
at 440-572-5558 or
Sales@PerspectiveView.com for a detailed outline of this workshop.
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