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Sales Discovery

2,750.00

Up to 100 to attendees

Without understanding the customer’s business needs and how they plan to decide on a solution, closing a sale will be unlikely. In this customised workshop you will learn tools for discovering what a customer needs and how they will decide on a solution. You will have an opportunity to take an assessment and learn your own personal selling style. Then, using tools for overcoming objections and aligning a solution, you will sell a custom solution to your customer. This workshop is custom tailored to your company and industry.

Description

Generating Discovery Conversations

Without understanding the customer’s business needs and how they plan to decide on a solution, closing a sale will be unlikely. In this customised workshop you will learn tools for discovering what a customer needs and how they will decide on a solution. You will have an opportunity to take an assessment and learn your own personal selling style. Then, using tools for overcoming objections and aligning a solution, you will sell a custom solution to your customer. This workshop is custom tailored to your company and industry.

 

Objectives and Outcomes:

  • Learn three elements that make up value to a customer
  • Practice listening techniques to identify flags
  • Practice process for data mining in a sales conversation
  • Develop questions to gather both needs and decision making criteria
  • Take an assessment to discover your personal selling style
  • Practice persuasion and assertive communication techniques
  • Use a message alignment process for presenting an aligned solution
  • Practice using a process for responding to objections and tough questions

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