What behaviours do your top performers demonstrate and how can this be replicated across your sales team?
Research over the past 35 years has proven that top performers are doing something different every time they interact with their clients. This module focuses on the four key elements that have been proven to make a tangible and significant difference to the outcome.
Key Deliverables / Outcomes
- Increase your win rates whilst reducing your average sales cycle by up to 30%
- A robust structure for all face to face meetings that guarantees rapport is established and commitment to the next step is always agreed and followed through
- Knowing when to walk away and how to leave the door open
- Selling successfuly on value rather than price
Summary Agenda
- Client simulation exercise
- Why people buy, understanding the client psychology
- The rapport model, what is it, why is it important and how to develop it
- Setting meaningful and business focused objectives
- The Longley PPP Technique, managing highly successful meetings
- The World of the Client - putting yourself in their shoes
- Questioning & Listening - Probing techniques to reveal compelling reasons to do business
- Develop a library of 'Killer Questions'
- Gaining Commitment - Ensuring you are always moving forward
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
» Building Client Value
» Closing & Handling Objections
» Compelling Presentations
» Effective Time Management
» 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
