The participants learn an advanced 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.

Representatives must fully understand their customer business and its drivers to be able to add value to the relationship.  It incorporates advanced sales techniques around creating and/or identifying customer needs and matching them to the products and services the organisation has to offer.

Outcomes

Participants will be able to:

• Plan the sales call
• Use advanced questioning to find or create the customer’s needs
• Adapt to communication styles to develop win/win situations
• Build the need so the customer is motivated to purchase
• Demonstrate sophisticated questioning skills
• Offer solutions that match the need
• Handle objections confidently
• Close the sale and plan strategies for follow-up
• Demonstrate, through video role-play, the skills covered in the workshop