Keep your customers satisfied and create lasting relationships. The secret to making a successful sale is twofold: knowing what, why, how and when your audience wants to buy; and convincing your audience that the solution to their problem or need is you – your product or your service.
Outcomes
On completion of this course, you should be able to:
- 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 trusted partner
- Develop professional, long-lasting business-to-business relationships
Unit 1 – The selling and buying process
- Discovering the stages a buyer moves through
- Supporting the buyer
Unit 2 – Establishing buyers’ needs and needs awareness
- Understanding needs or problems – seeing opportunities
- The importance of first impressions
- Relationship building
Unit 3 – Activating needs to priority
- Exploring the motivations that drive buyers
- Questioning for clarity on which needs are priorities
Unit 4 – Presenting a business case solution
- Understanding features, advantages, benefits and results
- Presenting a value-based solution
- Dealing with resistance
Unit 5 – Closing and implementing
- Understanding buying signals, stress and risks
- Closing techniques to support the buyer
- Preparing a checklist and plan for complete implementation
Unit 6 – Cementing the relationship and managing expectations
- The worth of the customer
- Developing a feedback system
- Following up for ongoing relationships
This course is suitable for anyone involved in the selling process.
- 2 or 3-day workshop, instructor-led
- A pre and post-workshop skills assessment
- Comprehensive Learning Guide