Are you and your competitors still competing on the basis of quality and performance? What is your competitive edge? How will you sustain sales growth this year and beyond?
This seminar will make you rethink and reshape the way you work with your customers. By making the switch from vendor to top tier consultant, you gain a new approach to increasing sales and profits for both you and your client.
In this seminar you will learn techniques to;
- Create powerful new reasons for your customers to buy.
- Reach key decision makers faster.
- Develop relationship selling
- Make team selling work
Key Objectives
- Gaining a practical overview of value-added selling in today's market place and establishing the difference between vending, selling, and consulting.
- Converting your 'customer' into a 'client' by making the transition from traditional sales to consultative sales.
- Developing an effective needs analysis that allows you to evaluate and quantify value added contributions to your clients profit.
- Analyzing and assessing your clients' core concerns, market profile, and competition to determine the feasibility of your plan.
- Positioning sales relationships to build the foundation for long term results.
- Capitalizing on the partnered negotiation process with key decision makers.
- Developing critical strategies for clients focused on price and avoiding the most common sales negotiation pitfalls
Who should attend
Executives, sales managers, account executives and sales representatives who deal directly with customers and are responsible for building sales volume and increasing profits.
Special features
Negotiating styles profile (instrument).
Group exercises, case studies and
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