In a B2B or high value B2C environment, every buyers' needs are unique in a given time frame. To match the buyers needs to your solution you need to get into the role of consultant and drive relevant and focused dialogs. Learn questioning skills to uncover and grow the buyers needs so that you are able to establish a perfect match between the buyers needs and the benefits of your solution. Learn the proven way to make that "perfect" sale.
For high value critical B2B sales you need a very structured approach. You should not do a high pressure push sale like you would do for a low value product. You need a model and process which is buyer centric, that keeps the sale on track and going in the desired direction. In consultative selling that’s what gets you respect and approval from your customer and that critical edge to beat competition. Our model and process will skill you in just that.
Your success depends upon successful interactions and collaboration with internal and external customers. Any way you look at it, finally, you are in the people business. And people come with varied backgrounds and experiences and they nurture different egos and expectations. This module will put you on a level playing field with your colleagues and customers. Learn to leverage on verbal behaviors that go beyond basic communications.
Customers buy for their reasons not for yours. Learn the skills in identifying and uncovering those buying needs, growing them into critical needs such that they result into an immediate seamless closure.
Among the three, which one really helps you to sell? This comes a close second to the chicken and street conundrum. The good news is that the F-A-B puzzle gets answered in this module. Understand the role and importance of each element of F-A-B and then learn what will really help you to sell and swing that deal in your favour.
While people would do a lot for money, fame, power or whatever, they would do the most for a good leader. Get to know why one leader is able to get more from his team than the others. How do you get loyalty from your team members to go that extra mile to grow the business? Learn the skills to Coach and Mentor and learn to lead successfully.
Markets can be unpredictable and uncontrollable. Yet, your teams need to achieve month and month. What remains in your control are your teams and the means to motivate them. Identify what makes your teams tick. Learn the best practices and skills to motivate your teams to achieve month on month.
The target figure is real, accurate and sacrosanct. All you have is your sales teams, your solutions, the unforgiving market and an aggressive competition. Learn the skills to leverage on your resources, build in that orientation towards achievement, drive daily work routines, monitor achievements, make corrections and then, finally, succeed.
Whether you need to sell to a single person or a large mixed audience you need to create a lasting impression by driving a very persuasive message. A good presentation delivers huge value and improves your chance of winning the deal substantially. Learn from us to succeed in presentations right from conceiving the idea to delivering the presentation.
Demonstrations are probably the last effort at persuading the prospect. You need to prove your sincerity in making those recommendations. Since sincerity is always subject to proof, make your demonstrations incisive and conclusive and prove the benefits of your solution. Also learn the Do's and Don’ts around every demonstration.
When a prospect objects, there is a reason and when they do not, there is a reason. Learn to quickly grasp those buying signals and convert reasons not to buy into reasons to buy. Learn the skills to read between the lines and convert objections into opportunities to close the deal. With this skill you would be closing deals cleaner and faster.
After investing substantial money and efforts across several meetings it’s the moment of truth, when you await the prospects approval. Improper closures or delays in closing the deal can be very costly and could snowball into a loss-making proposition. Learn proven techniques in closing the deal quickly, completely and perfectly.
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