Name: Selling For Results
Start: 2016-02-22T08:30:00+00:00
End: 2022-02-12T14:30:00+00:00
Location: Suitable & fully equipped venue

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Selling For Results

A journey through consultative, trusted advisor selling approaches, tools and skills.

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Overview

Nowadays selling has been associated with pressure and persuasion, even intimidation. In many sectors, human interaction is still necessary – the giving of advice, the sharing of experience and knowledge and advising people which route to take for their best advantage. Sales people have to demonstrate added value, especially given that they are also an added cost. In a commercial world where differentiators and competitive advantage is more difficult than ever to achieve, the sales person has to be the differentiator. It is still as true as ever that “people buy from people” and this program delivers the knowledge, attitude, techniques, skills and behaviors that will make you the differentiator – the one who secures the deal!

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Details

Start:: February 22, 2016 @ 8:30 am
End:: February 12 @ 2:30 pm
Event Categories:: In-house Training Programs, MS - Marketing and Sales
Event Tags:: In-house Training Programs

Organizers

Christopher Michael Gale

Petra Gale

Primary objective and benefits
This workshop will help participants to be able to:
1. Apply the trust framework and learn how credibility, reliability, sincere curiosity and self-interest work together and against each other.
2. Demonstrate personal credibility and explain how credibility occurs through association, qualification, tenure and connection.
3. Apply the customer service excellence principles of SERVQUAL and RATER.
4. Adapt communication style to build rapport and accommodate different prospect, customer and client preferences.
5. Adopt a fully client-centric mindset as a default behavior.
6. Deliver a sales approach based on respect, integrity and transparency.
7. Understand why and how people buy things, the psychology of purchasing, convincer patterns and buying triggers.

Program Contents

Module 1 -
Moments Of Truth (MOT) Analysis
- Inputs and outcomes in a typical sales cycle
- Three typical journeys through a sales cycle
- Application of Moments of Truth Analysis
- Best practice steps
- The skills and behaviors

Module 2 -
Why People Buy
- INK Psychology - the 10 stages of purchasing
- Convincer patterns, how we work with them
- Kolb's learning preferences
- Buying triggers, decision making processes
- Beliefs, values, motivations and influencing

Module 3 -
The RESPECT Sales Approach
- Everything we do to Build Rapport
- Everything we do to Explore and Understand
- Everything we do to Summarize
- Everything we do to Present a solution
- Need, Feature, Advantage, Benefit (NFAB) model

Module 4 -
The RESPECT Sales Approach Continued
- Everything we do to Expand and Explain
- Acknowledge, Position, Probe, Answer, Confirm (APPAC) approach
- Everything we do to Close the deal
- Everything we do to Transact the business
- Avoiding “buyer’s remorse”

Module 5 -
“Let’s Get Real Or Let’s Not Play”
- The realities of sales people and customers
- Key behaviors we can change for the better
- The ORDER model for transparency in sales
- The practices of Helping Clients to Succeed
- How we behave at traffic lights!

Module 6 -
Key Principles Of This Program
- The demand for SERVQUAL and RATER
- Working with ‘The Trust Equation’
- Internal vs customer facing culture, attitude
- The Trusted Advisor Best Practice Charter
- The MBLSS assessment and action planning