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The more sales experience someone acquires, the more they will realise that selling requires human input. The customer must want to give you the order. This requires a special approach. You will need to build a rapport with your customer and create a more lasting relationship. Elements such as customer attention, accuracy, keeping your promises, dedication, initiative, and creativity are very important to achieve this. This training course is the next level after Consultative Selling. You will make a transition from the sales representative focus to business focus and learn how to think and act from an entrepreneurial perspective. You will learn to refine your commercial skills when dealing with prospects and customers and improve relationships, whether in the office or on the road. The focus is on outcomes. It’s

the business results that count!

Approach

The training course consists of continuous sequences of explanation, interaction and  practical exercise. You will receive video recordings of your performance at the end of the  course.

Topics

The total customer approach

Selling at the executive level

Matching the added value appeal with each customer

Overcoming objections on the telephone when making appointments

Active listening despite distraction

How to be a top sales representative

What to say and not say about the competition

Preparing a customer analysis and using it

Listing the (im)possibilities of prospects and customers

Handling complaints during the acquisition and after-sales stages

Who are the most influential and important decision makers?

Which arguments should be used for which roles?

Selling to groups and buying teams

Guidelines for improving performance and results

Selling at a higher price; creating better margins

Structure of a pro-active proposal

Practical application of the 5x4 plan

Training Objectives

At the end of this training you will be able to:

1.Turn your customers into relations
2.Stimulate existing customers to buy more
3.Win new customers as a result of a structured sales approach
4.Sell to groups and teams

5.Apply the 5x4 action plan into real life situations

Duration

Two consecutive days and a return day after approximately four weeks

Program Schedule

Day One

Welcome & Introduction

The total customer approach

Selling at executive level

What Added Value appeals to which customer?

Selling from a 5x4 action plan

Overcoming objections when making appointments over the telephone

How to treat customers during business dinners

Day Two

How to listen attentively to your customer despite distractions

Characteristics of a top-class sales rep

What to say and not to say about the competition

Customer analyses and how to use them

Listing the (im)possibilities of prospects and customers.

Handling complaints during the follow-up and acquisition phases

Who are the most influential and important decision makers?

Which arguments to use for which roles?

Day Three

Selling to groups and buying teams

Guidelines for improving performance and results

Selling at a higher price; creating better margins

Structure of a pro-active proposal

Putting the 5x4 action plan into practice

Personal Action Planning

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