1How Buyers Make DecisionsHere rather than focus on selling, as many sellers do, we start to think about buyers and how they typically make decisions.
This helps you understand where they are in relation to that decision and what you might be able to do to influence that decision in your favour.
2Sales SkillsSales are about asking skillful questions which will help you understand the needs of a particular buyer. It’s also really important to listen to their responses and act accordingly. A simple concept, but often poorly executed without practice and planning.
Here we use industry relevant case studies to practise this technique and give feedback to participants which is built upon in follow up coaching.
3Account NavigationTypically most people in the corporate world will be dealing with an account which has many people in it. They will have different roles and differing degrees of influence.
You learn to manage this complex web of individuals to your advantage, and not only get the initial sale but continue to sell to your clients over a long period of time.
You also may have new products and services which are of interest to the customer and so we need to think about how these can be best introduced.
The solution is to think about peoples place in the account . This can differ considerably and they need to be treated very differently if you are to move the sale forward.
+CoachingOne-to-one coaching is provided for all participants, either face-to-face or on the telephone. It is best employed shortly after attendance on the course. Each session usually lasts for 45 minutes. The coaching is individual and flexible but also has a clear structure.
Key areas included are:
- Reaction to the course content and what they want to apply
- Identifying opportunities to put the techniques into practise
- Looking at barriers to success
- Looking at support needed
- Action Planning including specific targets