High Performance Sales Habits
Many businesses are successful partly because their products, services add real value but equally due to the passion and conviction of the founders and leaders. We introduce processes to ensure that our IT systems, financial and operational systems are efficient and effective, however the one area that is rarely understood and still reliant on an individual’s personality and contacts is ‘sales’; the contacts, the process, the structure to put in place etc. For many it is therefore still down to the CEO or an individual who has not been trained in sales methodologies and so does not know what he/she is doing right or wrong making it hard to pass on their skills easily.
This workshop will be about helping leaders, many of whom hold many meetings with clients and prospects, and do have neither a structure nor a conscious competency around the process. If you are already good at this, then this workshop will help you understand why you are and how to help teach others. If sales meetings are still an area you are uncomfortable with, then it will give you confidence by providing you with a natural structure to follow from beginning to end.
Selling should not be a ‘black art’ and although there will always be those (as in any environment) who have a more natural communication style, it is essential to understand the stages of a professional sales meeting and all the top tips that can make or break a sale. For most, our perception of selling is the traditional techniques of selling on ‘features and benefits’.
Today the prospect is often a lot more knowledgeable and complex and so meetings needs to be a lot more consultative whilst still bringing in the business:
- What makes High Performance Sales Habits?
- Q.U.I.S.™ Selling – The Consultative Sales Methodology.
- Understanding the natural process to meetings with a defined structure.
- How to get a prospect to talk and you to ‘shut up and listen’.
- How to create Buying Atmosphere v Selling Atmosphere.
- The power of 3rd Person validation.
- A real understanding of the structure that makes an effective sales meeting.
- Specific natural techniques that can be used straight away.
- Understanding about the importance of letting the prospect talk first.
- Confidence that you will be able to help client solve the real issue.
- Know when to and when not to talk about yourself/your company.
- Greater understanding of what makes a great salesperson for your business.