Selling in Tough Times
The programme outlined below is a general sales programme however this is simply a starting framework as we would also suggest the inclusion of Sales Suitability Profiling as part of the process along with one to one coaching in follow up to the programme.
When Customers enjoy working with you and have their needs satisfied through excellent service they return to do business with you, tell their colleagues, spend more money and do business with you for longer. No amount of money we spend can match the value of positive word-of-mouth “advertising”. This in itself leads to easier interaction once the customer decides to call us as he/she already has a perceived expectation that you are the best. As a professional it is your job to do the best and maintain a delighted customer.
Programme Outline:
- Introduction and Overview
- Can you? / Will you? (sell) (KASH)
- The Sales Cycle
- Knowing the Concept
- Customer Expectation Today
- Communicating to sell – Listening, Body language, Using NLP.
- Sales Genius - Discussions and Exercises
- Selling Benefits -Group Sessions
- Developing the Attitude to sell and deal with Objections
- Actions going Forward.
In these programmes there is lots of energy and a number of challenging role-plays and exercises.
Role plays shall be designed in conjunction with you, our client.
Exercises include:
- Structured Questions…design for business - Groups
- Listening Exercise
- Nice to have / Need to have - Groups
- F.A.B.
Etc...
Note: We also provide specific 3 Day Retail Sales Programme at FETAC level 5
John Ryall an Michael Fleming also provide a detailed Sales Consultancy service in which we review your sales process and work with you to develop a more effective approach across your business.
