Without understanding the customer’s business needs and how they plan to decide on a solution, closing a sale will be unlikely. In this customized workshop you will learn tools for discovering what a customer needs and how they will decide on a solution. You will have an opportunity to take an assessment and learn your own personal selling style. Then, using tools for overcoming objections and aligning a solution, you will sell a custom solution to your customer. This workshop is custom tailored to your company and industry.
Objectives and Outcomes:
- Learn three elements that make up value to a customer
- Practice listening techniques to identify flags
- Practice process for data mining in a sales conversation
- Develop questions to gather both needs and decision criteria
- Take an assessment to discover your personal selling style
- Practice persuasion and assertive communication techniques
- Use a message alignment process for presenting an aligned solution
- Practice using a process for responding to objections and tough questions