Winning Appointments
The first stage in selling to anyone is getting in front of them. So how do you sell the customer or prospect the idea of giving their time to meet with you?
This coaching simulation shows new business developers, account managers and sales people how to:
- set up a personal process through which they can generate a supply of appointments
- write high impact marketing letters and e-mails that get the customer's attention
- deal with gatekeepers and turn them from blockers to enablers
- sell an appointment on the telephone
Questions and Active Listening
Any sales person needs three critical core skills: asking questions, listening to the answers and probing for further information.
These skills enable the sales person to understand customer needs, provide solutions that the customer wants to buy and be alert for potential objections.
On completion participants will be able to:
- recognise and know how to use open, closed and qualifying questions to their best advantage
- identify five key areas in which to ask questions
- use ‘ASAP’ - a unique and easy-to-use active listening model
High Yield Questioning
There is a direct correlation between sales performance and the quality of questions the sales person asks. Once the basic questioning and active listening skills have been mastered, the next step is to develop this skill set with high yield questioning.
This coaching simulation enables the sales person to:
- understand their customers and gain loyalty
- agree their needs
- create a solution the customer wants to buy
- use the ‘RAIN’ high yield questioning model to identify and agree specific needs with the customer
Selling Benefits
Converting ‘Features' into ‘Benefits' is a core skill for any sales person. However, the real skill is turning ‘Benefits' into ‘Advantages' - because that is the point when the customer wants to say ‘Yes'.
Once completed the participants will understand:
- the difference between features and benefits
- how to convert benefits into advantages which meet needs and excite the customer
- how to use ‘advantages' to pre-empt potential objections, making it easier for the customer to say YES!
Managing Objections
Every sales person knows the situation: you prepare well, make a great sales presentation.....yet the customer still raises objections. Objections, however, are not bad news - on the contrary! They show that the customer is listening but needs clarification, assurance or more information.
This coaching simulation educates sales people in:
- the difference between feasibility, value and price objections
- how to recognise those objections
- how to professionally manage and answer each type of objection through TLSA's ‘APAC’ model, helping to achieve the sale
Closing the Sale
Every sale counts and there is no mystery to closing the sale. It is not a black art or some special secret known only to the few! It is simply about asking for the business. But the challenge for the sales person is knowing how to ask.
This coaching simulation will explain:
- when to time the close to ensure maximum business
- using a pre-close
- how to use four different closing techniques: direct, assumptive, alternate and concession
- How to close each sale helping to win more business and meet sales target
The simulations come complete with:
- A wirebound coaching guide - a comprehensive step-by-step guide, which features recommended timings, coaching best practice, plus ideas and advice on delivery
- A wirebound coaching notebook - for the coach's preparation and planning of the session
- A wirebound copy of the delegate notes plus a pdf file containing delegate notes
