Selling With EASE Foundation

This 1 day workshop is designed to provide you with a thorough foundation in the sales skills required to bring in more business and exceed your targets.

We explain the four major steps required to suceed in all sales situations; Earning the right, Asking the appropriate questions, Solving the problem, and Executing the solution.

Who is it for?

This interactive workshop is perfect for new salespeople who need to hit the ground running or for all those requiring a comprehensive 'refresher'.

At the end of this course delegates will be able to:

• Explain the reasons behind customers buying decisions
• Define customer buying motives
• Understand why features aren’t the solution to a prospects problem
• Uncover wants and needs in order to present benefits that mean something
• Define their customers level of interest and gain commitment throughout
• Explain why setting themselves best vs. tolerable outcome targets is important
• Demonstrate a high level of questioning and listening techniques
• Use real life examples and case studies to sell concepts and solutions
• Effectively overcome objections
• Understand the process and importance of closing a sale
• Demonstrate different techniques for closing a sale

Workshop Agenda

Module 1 - Recognising How YOU Help

• Why YOU? The Road to Becoming Evangelical
• The View From the Other Side
• Buying Motives
• Different Personality Types

Module 2 - Earn the Right

• The Perfect Sales Person
• Earn the Right
• The Right Attitude
• Adopting Targeted Outcomes

Module 3 - Features, Advantages, and Benefits

• Features, Advantages, Benefits
• Why Benefits are Pointless Without a Need
• The Difference Between Opportunities and Needs

Module 4 - Asking, Listening, and Understanding

• Questioning Techniques - Creting a Probing Strategy
• Supporting Customer Needs

Module 5 - The 4 Ways Customers Respond

• Handling Drawbacks
• Handling Apathy
• Handling Misunderstandings
• Handling Scepticism

Module 6 - Closing Techniques

• Buying Signals
• Tackling the Prickly Pricing Issue
• Effectively Executing the Closing Process

Maximum 12 Delegates per Workshop

Duration: 1 Day

Workshop Fee: £325.00 + VAT

Group Discounts:

• 2 Delegates = 10% discount
• 3 Delegates = 15% discount

Included within the registration fee:

• Course Manual
• Course Materials
• Course Certificate
• Buffet Lunch
• Servings of Tea and Coffee throughout the day
• Unlimited email and telephone support from your trainer after your course

Download a Booking Form (pdf)

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If you can't explain it simply, you don't understand it well enough. Albert Einstein

 

 

 

 

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100% Money Back Guarantee!
If you attend and believe you haven't experienced full value for your money, we'll offer a complete refund; no questions asked!