course description

Sales Effectiveness is our selling skills program designed to help our clients close more deals, more often, by effectively uncovering and satisfying customer needs. Our process is one that includes an array of carefully designed and proven steps and tools. Amongst these are the use of planned dialogue openers, active listening techniques, uncovering buyer motivators, creating avenues of agreement, handling objections and many others. This program will help to deepen customer relationships and empower salespeople to be seen as a true advocates for their customers. The application of the tools learned through this program is heightened through the use of real-world case studies that are industry specific to each of our clients. This program also yields exceptional results for not just salespeople, but for any professional who has persuasive discussions in their position.

 

course objectives

  • Understand the use of appropriate dialogue to initiate the sales call
  • Uncover critical business needs and issues through active listening
  • Practice the use of effective questioning without causing pressure
  • Understand how verbal playback of responses yields additional understanding
  • Learn the value of how conditional questions can lead to buyer agreement
  • Practice creating a value link from the customer’s needs to your solution
  • Learn to turn objections into avenues of agreement
  • Learn to identify, isolate and resolve obstacles
  • Gain valuable understanding of how to use our proven model oustide of a traditional sales setting