Ascent Training & Consultancy Services Hyderabad india: advanced sales concepts:Customer motivations:Objection handling

Service >> Training >> Advance selling skills

Advance selling skills

Course Aim To build on the core selling skills and to introduce more advanced sales concepts. To analyse in depth how behaviour impacts on the way customers buy and to establish ways of identifying these customer preferences thereby converting them into opportunities to sell. The program is suitable for salespeople and managers who are responsible for major accounts, or who would benefit from further skill development.

Course objectives By the end of this course the delegates will be able to:

Assess the buying preferences of the customer
List effective questions that can be used to develop an understanding of the customers motivational drivers and aspirations
Demonstrate how to build rapport with a wide variety of customers
Describe how to match product solutions to customers individual needs and buying styles
Demonstrate how to gain commitment to the next step

Content Course content includes:

Building rapport
Matching solutions to needs
Customer motivations
When to present the product and what to present
Objection handling
Closing the sale
Advanced negotiating skills
Managing key accounts
Proposal writing
Setting goals

How the course works

Delegates are given a clear understanding of their role, selling at senior level, and the strategic importance this has to the development and success of their organisation. The course focuses on getting into the customers world and establishing their buying preferences and creating sales opportunities by discussing and probing these preferences. The course looks at how negotiating techniques can be used to build long-term relationships with key account customers. This course uses extensive skills practice sessions with feedback and coaching to establish advanced interviewing skills for the delegates with additional sales tools to augment.

TOP

At the end of the program, delegates produce an action plan, which identifies what needs to take place for successful implementation of the course objectives.