Empowering You To Achieve Success

Search
Facebook Instagram Linkedin Twitter

Strategic Selling with Perspective Course

Course Overview

Strategic Selling and Conceptual Selling with Perspective paves the way for organizations to develop comprehensive strategies in order to win sales opportunities.

Our training course combines Strategic Selling and Conceptual Selling with Perspective, delivering a dynamic selling process and action plan to effectively sell solutions that require approval from multiple decision makers.

Conceptual Selling with Perspective enhances sales readiness, ensuring purposeful meetings and win-win outcomes. This program provides a simple, repeatable structure crucial for all customer interactions. Empower your team, enhance your strategy, and enroll today!

Who Should Attend

  • Sales Executives
  • Other Sales Professionals
  • Sales Managers
  • Account Managers
  • Relationship Managers
  • Business Development Specialists
  • Anyone who wants to improve sales skills and boost their sales results

Course Objectives

At the end of this course, participants will be able to:

  • Identify and position solutions with the true decision makers.
  • Analyze each decision maker’s receptivity to change to determine whether a sale is possible.
  • Close business consistently from quarter to quarter and avoid the “roller coaster” pattern of sales.
  • Allocate limited selling time on quality prospects.
  • Plan for every customer interaction to ensure productive use of seller and customer’s time.
  • Conclude every meeting with clear actions for both sides to ensure the opportunity continues to move forward.
  • Ask questions that will uncover critical information.
  • Find appropriate ways to provide perspective to each player in a sale.
  • Add discipline to customer meetings, so they are client focused and results oriented.
  • Identify and align the selling process with where customers are in their buying process.

Course Content

Sales essentials

  • How to set a clear pre-call objective so your sales calls hit the mark every time
  • The “who,” “what” and “double why” basics of selling
  • Techniques that build personal connections and gain more information about the client’s business
  • Understanding customer personality profiles and buying types
  • Selling-skills survey—find out how good your selling skills really are
  • Make each customer contact an opportunity to serve and sell in new ways
  • Techniques to build relationships with gatekeepers so they become allies

Effective questioning

  • Identify the benefits of effective questions
  • How to ask effective questions so they advance your sale
  • Leverage active listening and effective questioning as a powerful combination
  • The 4 strategic questions you need to use in each sales call
  • The most important question and why you must ask it early

Analysis and positioning

  • Identify the value you can provide to the client and how to present it
  • What is negotiated pricing, and why is it better than discounting?
  • How can you leverage negotiated pricing to gain more business?
  • Uncovering the bigger picture, looking beyond today’s sale

Gaining commitment

  • What is a trial action question? How to read buying signals
  • How to resolve customer concerns before they become objections
  • Effectively handle resistance and customer fears
  • Leading the way for reluctant and indecisive buyers
  • Turn a “no” into a “yes”
  • How to communicate value when your buyer is concerned with price

Closing the sale

  • Learn the 4 stages of closing and how to move through each seamlessly to win the sale
  • Important considerations to keep in mind when closing
  • The key to smooth closings
  • A “script” in your own words—it is essential in a face-to-face meeting
  • Reminding customers of your business value
  • How to comfortably and effectively move your customer forward into uncharted territory
  • Powerful closing techniques that work

Up-selling secrets

  • Why they’ll buy more and why they’ll buy it from you now
  • The art of bundling and how it can increase your sale quickly and easily
  • The hard part is over: Why up-selling is so much easier than making the initial sale
  • The “how-to’s” of the up-sell offer

Building the long-term relationship

  • Keep them coming back and choosing you first

Table of Contents

Course Code DU0505 Category
Location: Dubai, UAE
Duration: 5 Days
Language: English
Cost: 15,770 SAR
Inquire
Search