Selling Has Changed – Have You?
Compare the old transactional sales model with a car which has a worn out engine and is continually breaking down.
Every few miles, you spend even more money on a quick fix so you can drive it a little longer. Really, you know that throwing money at it is a waste of time. However, without the wherewithal to replace it, you are unsure of the alternative.
To be successful in today’s business climate demands a completely fresh approach. The onset of technology has led to a proliferation of companies competing globally. The World Wide Web has empowered buyers who have become increasingly sophisticated. This has led to a world where reputation and customer engagement are more important than ever.
This workshop will examine:
- How the customer journey and expectations have changed in the digital world.
- Why the approach to selling must be different in a world where the concept of ‘value’ has been altered.
- Ensuring that the sales process is buyer centric and why that is important.
- Understanding ‘buyer motivations’ and the way to use these during the sales process.
- The move from a ‘service economy’ to an ‘experience economy’ and what that means for salespeople.
- How a salesperson provides value through the process and the importance of doing so.
- Why ‘consultancy selling’ is no longer enough – and the sales method with which it should be replaced.
- The use of digital and social platforms in sales.
- Defining the role of the modern salesperson.
- How ‘closing’ fits into the sales process.
- Understanding the right questions to ask.
- The techniques needed to ensure your questions are answered.
- Uncovering the buyer’s criteria for purchase.
- The importance of taking the perceived ‘risk’ of purchase away from the buyer.
- Getting ‘your story’ right. The importance of the narrative.