Who should attend
Anyone involved in the selling process
A highly interactive facilitator led 3 day workshop
Options available for customized in-house training
- A Comprehensive Learning Guide & Resource Manual
- A pre and post workshop skills assessment
Make all negotiations more satisfying and successful
The Selling Breakthroughs workshop. will give you the skills needed to transform selling products, services or ideas into selling “business solutions” are essential for salespeople at all levels. The program will broaden your understanding and develop your selling skills to uncover the underlying business need, create a desire to act on solving the business problem or to take advantage of a business opportunity.
The secret to making a successful sale is knowing what, why, how and when your audience wants to buy. Learn the processes and stages of both buyer and seller simultaneously to understand how to apply sales skills and behaviors that accurately match the buyer’s state and motivations.
Understand how to use your expertise confidently to positively influence outcomes and meet both the buyer’s and your own requirements. A sale isn’t over until your client knows that the solution to their business problem is you and your product or service.
The program provides practical planning tools and processes, with case studies and practice sessions to learn and enhance your selling skills.
This course will help you:
- Accurately assess customer needs and establish needs awareness
- Present solutions based upon priority and big picture needs, not products or services
- Use the buyer’s motivations for increased focus and creating opportunities
- Communicate as a problem-solver and a trusted partner
- Develop professional, long lasting business-to-business relationships
Talk to a local training expert near you to review your specific requirements.
Unit 1 An Overview of the Selling – Buying Process
In this overview unit we examine the process and stages that a buyer moves through in any buying situation. This enables us to appreciate the skills and behaviors required by the salesperson to support the buyer throughout the process.
Unit 2 Establishing buyers’ needs and need awareness
The foundation of any sale and worthwhile relationship requires a clear understanding of the buyer’s real needs – their situation, problems and opportunities. In this unit you will learn the importance of first impressions, and how to use appropriate selling and interpersonal behaviors to achieve strong and positive relationships. You will enhance your questioning skills to obtain appropriate facts and information, and to get confirmation, agreement and commitment.
Unit 3 Priority: Activating needs to priority
This stage is the vital link between establishing needs and presenting a solution. We explore general and specific buying motives, and identify and establish the individual motivations and drives of our buyers. You will learn specific questioning skills that focus the buyer on their real situation, and help them clarify those needs that are priorities for them. You will become comfortable challenging the status quo.
Unit 4 Solution: Presenting a business case solutions
This unit is designed to move you towards mastery of presenting a business case that meets the buyer’s specific product and service needs, demonstrates value, and is based on positive relationships. You will further enhance your questioning and listening skills. You will learn how to prepare generic and client specific product and service analyses, based on a complete understanding of features, advantages, benefits and end results.
You will prepare a value-based solution, with a documented value-added package, that effectively differentiates your solution. You will learn how to deal with various forms of resistance, including “price” issues, and positively sell on value and relationship factors.
Unit 5 Implement: Closing and implementing
Through an understanding of buying signals, stress and risk assessment, and closing techniques, you will learn how to support the buyer to implement their solution choice. Preparation of a checklist and plan will ensure both parties commit to and complete full implementation.
Unit 6 Relationship: Cementing the relationship and managing expectations.
This unit looks at our customers in terms of importance and worth to help us better allocate our time. Development of an expectation feedback system helps us monitor and evaluate results against expectations. Proactive follow-up will ensure an ongoing relationship based on trust and credibility.