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'Customer
Led Selling' underpins the SalesSense business to
business professional
sales curriculum. The course provides structured, consultative style
approach for handling customer meetings. Following the method leads to increased
understanding by both parties, better decisions, and shorter sales cycles. In
addition to a guiding framework, the course teaches practical questioning
patterns and specific, usable examples.
Course Content
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How to benefit from the course
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Underlying principle - Thought out and tested
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Learning the formula
- How it works
Before you meet
- Discovering Circumstances
- Little used sources of information
Discovering their issues
- The presentation trap
- The benefits trap
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Uncovering real leverage
Measurable leverage
- Domino question
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Anticipating the parry
- Preparing to persist
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Most useful questions
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Taking advantage
- Anticipating business advantage
- Anticipating
personal advantage
Clearly expressed requirement
- Eliciting a definite requirement
- Checking for
obstacles
- Identifying the way ahead
How they will decide
- Mapping the decision process
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Getting access to other influencers
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Understanding how we will be assessed
Better Decisions
- How the process helps the seller
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How the process helps the buyer
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Arrangements
Ten days before the
course, participants gain access to the course resource directory, via a private
area of our web site. This provides for pre course preparation and helps us to
spend more time in practical exercises during the course.
Length - One day
Class size - Up to twelve
Learning - Lecture, discussion,
exercises, application of methods to sales situations and
current sales prospects.
Customer Led Selling is fun, challenging, and
effective in helping sales people improve the sales process and get better
results. We guarantee an enjoyable day that leaves participants with renewed
confidence in their skills and ability. |
Outcomes
After completing this course participants
will: Have a reliable method for managing
meetings
Be able to get customer buy in for the process
Know how to uncover real customer issues
Be able to have the customer quantify the value
Know how to expose obstacles - early
Be able to map the decision process
Be able to contact everyone involved
Be able to gain greater customer confidence
Be able to increase sales success
Be able to forecast more accurately
Pre Course Assessment |
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Fees
Coaching and materials option
Fees are £105 (£123.38 inc VAT)
Details or
Add to basket
In-House course fees from £209 per person per day, depending on numbers.
Small groups affordability
Training Course Includes:
Needs assessment, preparation guide, course materials, planning tools, progress
assessment, online resources, ongoing performance tips, and career long support.
In-House Training Advantages:
Programme customisation, choice of venue and timing, and follow up options.
In-house training details and benefits
For large numbers we offer a
licensing and certification option to
enable self delivery.
To find out more, please use the response form above. Alternatively you can telephone +44 (0)118 933 1357 or send email to
info@salessense.co.uk |
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