The world's most successful sales people are able to build value in the client's mind where most see no opportunity. Building a compelling reason for the client to act requires a highly sophisticated strategy naturally present in only a handful of global professionals.
This enhanced module explores the highest levels of client centric dialogue and psychological behaviour positioning your people to uncover and build opportunity where none appears to exist.
This module is recommended to individuals who have been assessed to be 'highly competent' in a sales environment.
Key Deliverables / Outcomes
- Uncovering business opportunity that your competitors are blissfully unaware of
- Tap into latent business within existing clients
- Differentiating your people and your business in an increasingly product and price focused marketplace
Summary Agenda
- This module is based on real life client scenarios
- Understanding the customers buying motives, triggers, values and beliefs
- Subtly managing the client interface with enhanced sophisticated probing techniques
- 'Killer Questions' that lead the client to express a need for your assistance / intervention
- Exploring value in the client's mind
- Turning client 'potential value' into tangible, repeatable and profitable business
- Practice sessions based on real life case studies
Every delegate who attends a Longley Academy Programme will be given the opportunity to practice and perfect the skills covered, enabling them to become more successful in less time.
Related Links
» Advanced Sales Techniques
» Closing & Handling Objections
» Compelling Presentations
» Effective Time Management
» Enhanced Face to Face Selling Skills
» Powerful Negotiations
» Selling for non sales people
» Strategic Account Management
» Successful Networking
» Telephone Skills - Contact Call Centre
» Telephone Skills - Winning the Appointment
» Trade Show and Showroom Etiquette
» Winning Bids
» Writing Proposals
