Selling to Industry and Commerce
Proven techniques to increase sales effectiveness
Course Summary
With tougher competition and increasing customer expectations, selling is becoming more complex than ever. Solutions-focused salespeople who provide value and build lasting partnerships are essential for success. By addressing these challenges, this practical programme will ensure you operate professionally and profitably in even the most competitive selling situations.
Who should attend?
New and experienced salespeople selling at a high level or where there is a need to negotiate. This course will also benefit those moving from a technical to front line selling role, and those who may not work directly in sales but require an understanding of business to business selling.
By attending this course you will understand how to…
- Prepare effective call structures - pre-call research and planning to ensure you talk confidently and knowledgeably to your customers
- Sell by Objectives - establish clear, achievable objectives for every call to your customers
- Apply 'Offer Analysis' and 'You Appeal' according to your customers' motivations - present the features of your offering as relevant benefits to your customers
- Negotiate effectively - justify your price and close the business profitably
- Manage yourself and your time - maximise your effectiveness to get the most out of the time you have with your customers
- Question effectively and listen to the answers - ask the right question at the right time to fully understand your customers' needs and gain their commitment.