Course objectives
To enable delegates to understand client needs, and to provide the skills and confidence to sell products and/or services to clients in a polished and professional manner.
Content
Why people buy
What is consultative selling?
Listening skills
Questioning techniques
Building rapport
Recognising buying signals
Overcoming objections
Selling the features, advantages and benefits
Closing techniques
Planning and preparation
Image and attitude
The business meeting
Participants will be involved in exercises and role-plays throughout the course and will receive feedback. They will also have the opportunity to self-assess and to prepare a personal action plan.
Duration
Two days with an option of a follow-up day / personal coaching after the course
“Jane was animated and was an enjoyable speaker. Jane was very informative and was able to answer all of our questions”
“Jane is well liked by my team, is always reliable to do a great job and is very flexible in a range of soft skills training. I would not hesitate to recommend Jane to others”