Aim: Increase your ability to sell your ideas, service and products
1) What’s it all about?
Consultative selling takes a customer-focussed approach to selling. The method is based on getting our customer to express their requirements before positioning your product or service. This, plus simple techniques for getting commitment without being pushy, form the backbone of the workshop.
2) Why iOpener?
iOpener associates together offer many years experience in selling. Selling our ideas and techniques are what we do every day. Our workshops on Emotional Intelligence, Influencing & Persuading and Presentations, are all based on the same principles as effective selling.
3) How?
This workshop is based on a simple model for running an effective sales conversation. Each stage builds on the one before to increase the commitment of the customer. Role-play is use throughout so participants both understand the reason for the technique, what it is, and how to apply it.
4) Participants
You will be asked to provide a brief outline of your business environment (type of projects, competitors, USPs etc) and a profile of a typical customer (their business, key requirements, usual objections, barriers to sale).
This workshop is for up to 6 people.
Participants will work with an actor to simulate a sales call.
5) Outcomes
Participants will:
- Know how to plan for a sales meeting
- Understand how to structure and control a meeting to achieve your objective
- Use questions effectively to uncover needs
- Be able to pitch by emphasising the benefit to a customer (rather than describing the features of a product)
- Deal with objections
- Close a sale confidently
6) Participants cover
- Call planning – setting objectives, preparing questions, ways to position product
- Needs analysis – finding the right information, effective note taking, summarising for clarity
- Selling – a simple framework for describing and selling an idea
- Objections – dealing with problems and turning them into opportunities
- Closing – getting commitment
7) Target Group
Anyone who needs or will need to “sell”. This includes selling products and services to clients as well as ideas and initiatives internally.
8) Duration
1 day
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