Success in sales involves focusing on what your customers want, not the products or services you have to offer. In this course you will learn to identify sales opportunities and prepare and present solutions that meet customer needs. You will gain skills to build rapport with customers and examine tools and techniques to maintain lasting relationships. Courses run in Sydney and Melbourne.
Define what makes a successful salesperson
Create tools to enhance your sales ability
Choose to adopt a successful sales attitude
Explain the concepts and importance of solution selling
Implement planning strategies to meet the buyer's needs
Apply techniques to identify new sales opportunities
Use great questions to create solutions valued by the customer
Deal with customer objections and turn them into solutions
Use strategies to create long-term relationships
Setting the context
The ideal salesperson
Key performance indicators
Your sales attitude
What is solution selling?
The importance of using a process
Solution selling principles
3 levels of need
Elements of the sales process
Preparing to Connect with Customers
How customers buy
The ideal customer
Demonstrating your expertise
Making time to prospect
How to prospect
Planning to prospect
Creating the Solution
Prescription only after diagnosis
The questioning road map
Stage 1: Situation questions
Stage 2: Problem questions
Stage 3: Consequence questions
Stage 4: Solution questions
The conversation - structured approach
Why talk about closing?
Handling customer objections
Maintaining Customer Relationship
Beyond the sale
Dealing with customer complaints
How can you improve?
Using marketing collateral
How can technology assist you?
Helping your customers
What the experts do
Presenting to large groups
Planning to apply knowledge and skills at work
References and further reading
Preparing to learn
Get the most out of your course by preparing before you attend the workshop. Access and read your online Starter Kit, complete the activities and document your desired outcomes for the workshop. To get started, click here.
During the course
Our Professional Development courses are practical, interactive and fun. Well-known, proven theories are translated into easy-to-understand concepts and techniques by experienced training consultants. You’ll return to work understanding what you can do to enhance your performance.
After the course
Your Embedding Kit will assist you to apply the techniques at work, ensuring you get the most from your learning experience. For more details, click here.
TP3 can provide a range of consulting services to better meet your business needs. These include: closed courses for your organisation; customised course material relevant to your industry and requirements; individual or group coaching; and digital and blended learning solutions.