Many sales people fall into the trap of talking too much. They are naturally excited to be sitting in front of their prospect and just can’t wait to tell that customer all about the features or benefits their product or service can offer , or how great their company is and why they should do business together.
Customers and their buying habits have changed. Customers don’t need sales people to educate them on their products or services anymore. They want to work with partners that will provide ideas and solutions that will have a positive impact on their business. They want you to be invested in their business. They need thought leaders, that will challenge their own thinking. Focus on what your customer wants to happen, not what you want to sell. As a sales professional you need to be creative, bring value and build trust.
This sales training program will guide participants towards uncovering the “Right” skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customer’s needs, this program will enhance salespeople’s ability to connect better with customers, overcome objections and close the sale confidently .
By the end of this training course participants will be able to:
- Understand what is needed to have both the right skill set and mind set to sell more.
- Connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets.
- Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.
- Understand the 4 major behavioral styles and personality types and how to sell to each buyer type.
Powerful sales questioning technique :
The core of this program will examine a more effective and professional sales approach that primarily depends on asking a series of questions in a specific order that will enable your sales people to find out your customers needs and also uncover any problems, that your company may be able to support them with.
Selling to different personality types :
Many salespeople have a single, preferred style of selling and find it difficult to sell to different buyers. They use a strategy of making friends with customers and while this works sometimes, there are certain customers who just don’t like this approach at all. Part of this program will focus around dealing with different personalities of buyers and how to adopt a slightly different approach with each customer that will help you to be more successful and close more sales.