Course Aim
To enable attendees to build upon their existing skills by enhancing their awareness of customers buying preferences and a greater understanding of their customers. The sales person that fully understands their client, will be able to widen their opportunities and increased sales.
The course is aimed at 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 attendees will be able to:
- Understandcustomerbuying preferences
- List effective questions that can be used to develop an understanding of the customers motivational drivers and aspirations
- To build rapport quickly
- Describe how to match product solutions to customers individual needs and buying preferences
- Avoid and overcomeobjections
Course Content
Course content includes:
- Building rapport
- Advanced questioning techniques
- The basics of NLP in relation to selling techniques
- Pareto principle
- Using SWOT analysis effectively
- Potential needs of customers organisation
- Client motivations
- Matching solutions to needs
- Whenand what to present
- Handling objections
- Closing the sale
This course fee is £249.00 + vat for course date and venue information please contact us