What are the objectives of Strategic Selling

Research has shown that successful salespeople follow a six-step process in order to win business.

This one-day course will enable you to emulate this successful formula by helping you to:

•   Prospect effectively for new business by identifying and gathering information on the prospect
•   Establish rapport and gain acceptance by creating a favourable first impression
•   Identify prospect needs through thorough qualification
•   Highlight the ability of your product offering to fulfil the stated or implied needs of your customer
•   Influence the sales outcome by building a relationship
•   Gain commitment

What does Strategic Selling cover?

•   Understanding the sales process
•   Planning and controlling prospecting
•   First impressions
•   Obtaining information through quality questioning techniques
•   Understanding buying signals and needs
•   Using your own attributes, alongside a structured presentation, to influence your customer
•   Building and working towards gaining commitment
•   Presenting a balanced sales proposition
•   Achievable sales targets using the 'SMART' process
•   Sales skills assessment using the proven Sales Strategy Index

Who will benefit from Strategic Selling?

Salespeople requiring a fresh, informative and structured approach to selling.

Development Report: Sales Strategy Index

Duration: 1 day

Course fees: dependent on number of people booking, call for details.

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