The participants learn a sales call theory that enables them to plan and conduct their sales calls in a manner that gains maximum results.  This sales methodology is based on 15 years of research in 25 countries, with 35,000 sales calls.  It is proven to be the most effective for selling to professionals, for complex or technical sales, and for long term relationship building.

The sales process is consultative, based around establishing needs and dependent upon building long term quality business relationships.

Outcomes

Participants will be able to:

• Understand the importance of attitude in sales
• Plan the sales call and write call objectives
• Identify and adapt to customer communication styles
• Develop questioning techniques to suit individual customers
• Identify customer needs and develop appropriate questions
• Individualise product, company and service benefits to customers
• Handle objections confidently
• Close the sale and plan strategies for follow-up
• Demonstrate, through video role play, the skills covered in the workshop