Impact on the Organization
Customers have more choices – and more power – than ever before. To succeed, sales professionals must place the customer at the center of the selling process, from start to finish. Only by clearly understanding each individual customer can the sales professional make value-added recommendations which serve and anticipate client needs, satisfy and delight clients, and grow the business. Every customer has a unique, identifiable behavior style. Since salespeople enter customer organizations at the “social” level, it is imperative for them to tune into each client’s individual behavioral style, and treat that client as he or she wants to be treated. By doing so, salespeople can earn confidence and trust, build relationships more rapidly, shorten the sales cycle, and achieve far better results.
Learning objectives
- Understand the differences between service selling and relationship selling
- Enhance listening skills
- Understand the 7-step sales process: from establishing rapport and determining needs through closing the sale
- Develop solid closing techniques – including “how” and “when” to close
- Understand each customer’s “behavioral style,” and learn how to optimize your selling strategies for each customer
Program description
This program explores the differences between service selling and relationship selling, and offers practical techniques for building, deepening, and sustaining long-term relationships that lead to ongoing profitable sales. It introduces a seven-step sales process that encompasses introducing yourself and your company; establishing rapport; creating interest; asking fact-finding questions to determine needs; making recommendations; overcoming obstacles and closing the sale; and follow-up to ensure customer satisfaction. Along the way, participants will learn proven techniques for developing rapport and trust based on a deep understanding of each client’s individual behavior style, and how each client wants to be treated. The workshop will enhance skills throughout the entire sales lifecycle, from listening to new prospects to more effectively serving long-time customers.
Time investment
Typically 16 hours.
Customization
This program can be customized to reflect your organization’s procedures, policies, cases, examples, and terminology. Please inquire about these optional consulting services.