Developing
a Proactive Approach to Selling
Having
the ability to enable your customers to have a
satisfying sales experience is a critical
component of successful selling and gaining repeat
business. Being
able to better understand the sales process and
how to make a positive impact will pave the way to
you exceeding your sales targets. Developing a
customer-focussed approach will create an
environment where customers enjoy having a
satisfying experience on an ongoing basis.
“
I had confidence that if we did our work well and
were good to our customers there would be no limit
to what we could achieve”
Sam Walton ( Wal – Mart Stores)
This
Learning Programme enables delegates to develop
new tools and techniques that will enable them to
build up their confidence and have a greater
positive impact on their sales approaches.
Learning
Outcomes
On
completion the programme delegates will be able
to: -
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Describe
how people make the decision to buy and
build confidence in how they can impact
sales positively.
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Identify
customer’s style and begin to develop
effective sales arguments to fit their
style.
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Practice
new tools and techniques of proactive
sales approaches.
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Handle
difficult situations well.
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Programme
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Day
1
Introduction
Creating our own learning
outcomes.
Understanding
Why People Buy:
How do individuals decide to
buy.
Understanding the different reasons for
choosing.
Developing
a positive mindset
Proactivity V negativity
Surveying our own style.
How our own style impacts our behaviour.
How our style impacts others.
Refining
Sales Techniques
How to improve
sales.
Developing compelling sales arguments.
Practice sales techniques.
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Day
2
Creating
Customer Focus
Building
rapport.
Understanding how language impacts
on customers.
Aligning our language to
customers.
Dealing
with Awkward Customers:
Understanding
the different types of awkward customer.
Developing techniques of handling
difficult situations.
Practice in Handling complaints and
queries.
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