Sales Discovery

Generating Discovery Conversations
In-Person
Online
Webinar
This programme is available as a 2 day workshop (14 hours).
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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.

Who is it for - NxtGEN

Who is it for?

  • Sales Rep / Account Mgrs
  • Sales Managers
  • Sales support professionals
Attendees - NxtGEN

Attendees

  • Up to 100 to attendees

What are the benefits?

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.

  • Receive coaching and feedback from a professional coach
  • Practice a questioning process to mine for opportunities
  • Discover the three keys to providing value to your customer
  • Learn what to listen for in customer conversations
  • Develop questions designed to gather the needs and decision criteria of the customer
  • Learn and practice persuasion and assertive techniques in communication scenarios
  • Discover your selling style
  • Learn how to design a presentation to align with the needs and decision criteria of your customer
  • Utilize a process for responding to objections and tough questions
  • Practice the implementation of responding to the tough questions
  • Deliver an aligned presentation based on the products and services you sell

Programme Activities

Effective Communication

  • The importance of communication
  • The three elements of providing value in sale

Effective listening

  • Three types of listening
  • Develop active listening
  • Listening for red flags and green flags

Questioning

  • Needs and decision criteria defined
  • Questioning process
  • Discovery conversations
  • Follow-up questions

Communication Styles

  • What is my Selling Style?
  • Strengths of my style
  • Trouble spots of my style
  • Reading other styles
  • Application of communication styles

Handling Questions

  • Steps for effective Q&A
  • When to answer questions
  • Maintaining control & credibility
  • When you don’t have the answer

Tough Questions & Objections

  • Process for responding to tough questions
  • Responsive acknowledgement
  • Power of persuasion

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

Companies We Have Worked With

Programme Reviews From Past 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.

Contact Us

If you would like to enquire about this programme or any of our programmes, please fill out our enquiry form or get in touch using the details below.

Address

17 Sandyford Hall Green, Sandyford, Dublin 18.

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