Objectives

• Successful Sales: What is consultative selling? What are the qualities of the successful consultative sales person? Researching the client - conducting a PESTLE and SWOT analysis to ascertain long term influences on a client's business. Understanding prospects and research methods and how these can be used in the sales process.
• Communication: The communication tree - how the sales person communicates. Active listening techniques to help in rapport building - the importance of the 80/20 rule. Making your client flexible - a 3-point plan to establish priorities and preferences. Structuring the sales contact. The importance of structure NOT scripts. Developing your own sales style. Opening the contact with effective statements of intent. The four part structure - to control the meeting and maximize the opportunity. Investigation techniques that help the client think more strategically about problems and desires. Tailoring your pitch, using appropriate benefits, based on the four key buying motivations. Gaining commitment as part of the consultation process. Retaining control while managing objections in both organizations and how to develop contacts.
• Service and Service Recovery: The delivery agenda - ensuring that the client gets what they need. What happens when sales go wrong - handling complaints. Increasing positive perceptions through managing expectations and exceeding expectation.