COURSE OVERVIEW
Most salespeople use a model for selling that has been the predominant model for decades. It primarily relies on the old, tried-but no-longer-true feature-and-benefit focus. Too many salespeople tell their product stories too soon, without necessarily meaning to do so, and invariably talk from a generic product vs. customer point of view. When they ask about needs, they don’t go far enough. When they identify a need, they jump to product, rather than create a rich dialogue to understand why, how, or when.
Selling today is more demanding. As business becomes more challenging, salespeople need a higher level of skill. Research studies shows that at best only 30% of salespeople truly practice need-based consultative selling and no more than one third of those achieve trusted-advisor level with their customers.
The bottom line is that too many salespeople are still too quick to tell a product story. While most think solution, they present product. Because they tend to talk more than they listen, they create an imbalanced give/get ratio instead of a 50/50 dialogue. Overall, the level of preparation and questioning does not measure up. Most sales organisations have good salespeople, but they lack enough superb salespeople to drive the growth they need to succeed.
As much as everything else is changing, the old formulas of selling features and benefits are still around, blocking dialogues and holding good salespeople back from becoming superb.
The techniques in this course will let you tap into your natural talents by helping you take advantage of your personal strengths, build on them, and create sales talk that sells.
LEARNING OUTCOMES:
By the end of this course, you will be able to understand:
- What is sales talk?
- The ways you can create a robust dialogue with your customer
- The importance of having a strategic preparation strategy
- How to prepare for your customer?
- How to sharpen your critical skills?
- How to open with a focus on your customer?
- The ways to optimise your opening?
- The importance of relating to your customers
- How to broaden your relating skills?
- How to position your questioning?
- How to develop and use a questioning strategy ?
- How to efficiently create effective need dialogues?
- How to strengthen how you ask questions?
- The strategies that could help you listen effectively rather than efficiently
- How to position your message persuasively?
- How to analyse your competitors?
- How to turn objections into opportunities?
- The key strategies to check for customer feedback
- Why you should not negotiate too early?
- Negotiation strategies that you could use with your customer
- The sales closing process
- How to be a more effective sales closer?
- How to leverage all the resources you need to win a sale?
- How to follow up a sale to create a winning edge?
- How to validate the sale opportunity?
- The three classic mistakes salespeople make in qualifying and assessing opportunities
- How to validate and gain additional information?
- How to successfully close the sale?
- The six critical skills of selling
COURSE DURATION:
The typical duration of this course is approximately 2-3 hours to complete. Your enrolment is Valid for 12 Months. Start anytime and study at your own pace.
COURSE REQUIREMENTS:
You must have access to a computer or any mobile device with Adobe Acrobat Reader (free PDF Viewer) installed, to complete this course.
COURSE DELIVERY:
Purchase and download course content.
ASSESSMENT:
A simple 10-question true or false quiz with Unlimited Submission Attempts.
CERTIFICATION:
Upon course completion, you will receive a customised digital “Certificate of Completion”.