This main objective of this Advanced Selling Skills course is to help you in developing a solution-focused approach to all your sales processes. You will be able to differentiate between selling and business development and learn the art of
DurationThis main objective of this Advanced Selling Skills program is to help you in developing a solution-focused approach to all your sales processes. You will be able to differentiate between selling and business development and learn the art of making the buyer part of the solution.
This workshop is also aimed at teaching you how to develop collaborative relationships instead of competitive relationships.
It includes several role-play for practicing and exploring these skills and also an overview of tools and processes that are easy-to-use post workshop application.
Outline:
- Managing the Complex Sale
- Customer Needs, Wants and Motivations
- Persuasive Selling Process
- Dealing with Objections and Resistance
1.Case Study Analysis and Role-play
- Dealing with Objections and Resistance
- Objection handling as part of the sales process
- Responding to objections
2.Case Study Analysis and Role-play
- Analyse and prepare a pre-prepared case study
- Role-play and facilitated feedback
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