Course Overview:

This workshop covers every aspect of selling so that corporate finance executives can sell with confidence in the framework of a structure that enable them to be professional.

It takes participants through a process that they can use in every selling situation and is based around consultative selling, which involves finding out what the customer wants before trying to sell anything.

It is a very interactive workshop with lots of exercises to reinforce the learning.

Course Content:

The Seven Step Sales Process

Setting objectives

• Appreciating customer requirements
• Presenting tailored solutions
• Handling objections
• Negotiating Win / Win deals
• Closing confidently
• Post call activity
• Identifying the importance of each stage of the selling process

Setting Customer Objectives

• Appreciating Customer Requirements
• Techniques required to understand customers needs
• Open, leading and closed questions
• The Funnel questioning technique

Features, Applications and Benefits (FAB)

• Identifying the FAB elements of products
• Using FAB to match the needs gathered from customers

Enhancing the Sales Presentation

• Presenting at the right stage
• Using the customer’s own words

Handling Objections

• Identifying frequently encountered objections
• The pre-emption of objections
• Developing appropriate responses

Handling Price Objections

• Win/Win Negotiations
• Identification of your bottom line
• Fact-finding to establish points for negotiation
• Trading concessions

Closing the Sale

• Importance of closing
• Recognition of the seven stage selling in the closing process

Post Call Activity

• Keeping the customer happy after the sale
• Activity to identify the best practices in maintaining long-term relationships

Feedback To Each Delegate After Presentation

• Personal Action Plan
• Thanks and closedown

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