Foundational Selling
Individuals new to the sales profession need a strong foundation of skills, knowledge and tools to help them build strong customer relationships and a solid portfolio. They need to learn how to build trust with customers, discover customer needs and negotiate for win-win outcomes, all to maximise their sales performance and strengthen customer success. Specifically, we can help them learn how to:
- Use an effective sales process to manage a sale from initial contact to closing the business
- Build relationships through trust and credibility
- Adapt with versatility to individual interpersonal styles
- Discover customer needs and connect with the right offering
- Prospect to identify the right customers
- Negotiate effectively to protect margins, ensure profitable sales and strengthen relationships with customers
Foundational Selling Skills Programmes:
Counsellor Prospecting
When competition is stiff, sales professionals cannot waste time aimlessly searching for new prospects. Instead, they have to be on target right from the start, quickly and efficiently finding the people and organisations that qualify as likely customers. A salesperson who is able to properly prospect will make the difference between winning and losing business. Узнать больше
The Counsellor Salesperson™
The Counsellor Salesperson uses a four-step consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. CSP focuses on adopting a Counsellor Mindset, a mindset that builds profitable, long-term customer relationships. Узнать больше
Inbound Sales Excellence
Inbound Sales Excellence is a compelling customer service programme that dramatically improves how call centre personnel create value for organisations. It helps participants clearly communicate their competence and establish credibility with customers, who in turn will be more likely to respond to questions, accept their recommendations and remain loyal over the long term. Узнать больше
Negotiating to Yes
Negotiating to Yes helps salespeople become better negotiators by turning face-to-face confrontation into side-by-side problem solving. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships. Узнать больше
Networking for Success
Relationship building and face-to-face business networking skills are critical to effective business performance. Among young business professionals, 60% say they are uncomfortable in business and social settings and 85% say they don't have the networks they need to accomplish their goals. Узнать больше
The Versatile Salesperson™
The Versatile Salesperson is built around the four-quadrant Social Styles matrix. Participants are profiled for their perceived Social Style and interpersonal versatility level, then learn how to identify others' Social Styles and temporarily adjust their own to communicate more easily and effectively with others. Узнать больше
