Selling 2 - Relationship Selling

Course Duration: 2 Days

This course is for new and experienced sales professionals to reinforce the basics of selling and achieve a higher level of fluency in the art of selling, so that they sell more, at better margins and with greater consistency.

World Class Training

The course is designed to boost your current selling skills, and enhance your sales effectiveness. It starts with a review of those basic skills that help you open a sales call, build rapport, determine needs, devise a solution, deal with objections and concerns, and gain commitment. It then concentrates on three aspects of selling in which today's sales professional needs to be fluent:

• Advanced Questioning Skills.
• Presenting Your Solution.
• Dealing with Objections (including today's bête noir, price).

It is designed to reinforce the learning undertaken in Selling Part 1, but experienced sales professionals can attend Selling Part 2 to get a Boost!, to refresh the basics, gain new energy and learn a few new skills.

Learning Outcomes

In this course you will build upon the knowledge and skills learned in Selling Part 1.

In particular, you will:

• Gain an advanced insight into asking your customers the right questions.
• Learn how to formulate a solution statement.
• Build upon your negotiating skills.
• Understand the DISC personality profiling tool and use it to personalise and improve your selling technique.
• Appreciate the importance of effective sales management.
• Acquire tools to assist in the sales process.

Who Will Benefit

Experienced salespeople from any type of selling background, looking to focus their techniques.

All sales people who have previously attended the Ron Pollak Training Selling - Part 1 course.

To ensure consolidation and full development of selling skills, delegates should continue their program by attending the Selling - Part 3 module within three to four months.

Topics

Workshop

Revision/Review of the key selling techniques you have been using with success, whether from previous training, i.e. Selling - Part 1 or equivalent, or from business experience acquired during your time as a sales professional.

Delegates role-play a selling situation of their own products/services and customers where they are given feedback on their use of the key skills plus a video for further review after the program. They role-play at least twice as seller and twice as buyer.

Individual problems and concerns are addressed in these practical workshops.

Booking Enquiry