Effective Selling

Completed 2009

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Buyers now have unprecedented access to information, are more savvy and are looking for a "deal"; professional sales people need a new skill set.

Course aims

To provide sales people with the skills they require in the new commercial environment.

Who will benefit?

Sales staff and managers

Why should you attend?

• To learn techniques that uncover the real needs of customers and prospects
• To develop tailored approaches to meet the specific needs of individuals
• To learn new approaches based on emotional intelligence and NLP

Key content*

• Understanding customer needs - why people buy
• Understanding personality and the role of emotions in selling
• The power of active listening
• SPIN - selling by questioning
• Presenting the case - insights from NLP into how people process information
• Handling objections
• Closing and gaining commitment