Course Description

The aim of this course is to enable delegates to be able to establish their customers needs; how to match these needs to the benefits offered by their product and then create a strong impact by presenting their product or service using a systematic brand talk.

Target Student

Experienced professional salespeople who wish to build on their communication skills to create real impact when selling a product, service or idea to a customer or a colleague.

Pre-requisites

None

Performance Based Objectives

By the end of this course each delegate will be able to:

• Explain the differences between marketing, selling and negotiation
• Identify the psychology of what motivates people to buy
• Plan a structured approach using the systematic sales cycle
• Develop and use influential questioning techniques to establish exactly what their customer needs and wants
• Demonstrate the use of influential words
• Demonstrate an effective structure and phraseology for handling objections
• Identify and sell the benefits, not the features of their products
• Create real impact in the mind of their customers with a structured product brand talk
• Recognise that the close can be the easiest part of the sale