How to Sell Without Selling Your Soul
Get the skills to close more and better deals by building trust with clients and find new ways of thinking to help them deliver more compelling sales experiences.
What we will cover:
We will undertake a one-day workshop designed to build on the skills and knowledge you already have, as well as introducing new ideas to strengthen your sales ‘super skills’.
• Establishing the foundations of high performance
• Exploring and building trust:
– How to be engaging
– How to use active listening techniques and ask great questions
– How to frame problems and envision success
– How to get commitment at the different stages of the sales process
• Growing Existing Clients
– How to become a trusted advisor
– How to collaborate on business cases
– How to upsell and cross-sell
• Winning New Business
– How to handle inbound and outbound leads
– How to run a discovery process
– How to deliver a compelling pitch
– How to deal with customer concerns
• What are you going to do differently?
Benefits
• Understand how to create and grow an effective relationship with a prospect, client or stakeholder, and nurture team relationships, based on trust.
• Develop a toolkit to help you respond to the challenges of sustaining high performance, holding your value, and influencing others.
• Feel more confident recommending solutions that meet your clients’ needs and contribute to the ongoing success of your business.
Facilitated by:
Stefan Hull
Duration:
One day
Who’s the course for:
• For people that directly contribute to the sales process.
• It’s likely you will be a leader within your organisation, even if you don’t have much sales experience.
• Salespeople can also attend, to refresh their thinking and to learn techniques that will allow them to collaborate more effectively with ‘non-sales’ colleagues.
Course delivery:
Face to face