There are many traditional sales training courses based on various themes such as ‘Solutions Selling’ or ‘S.P.I.N. Selling’. Clearly there is nothing wrong with these techniques, but they fail to address the two most significant aspects of any face-to-face sales situation: how the person you are selling to is likely to react and how they prefer to be sold to.
We know that a sales methodology is a must, but the part that really enables salespeople to create value and prevent margin erosion is the ability to create empathy and develop long term relationships.
Most of our sales development programmes have an emphasis on developing skills in these areas and are tailored to suit individual company requirements.
However, over time we have identified certain requirements and suitable content for particular applications with our top sales development programmes as follows:
Behavioural Selling
This programme encourages the delegates to firstly understand their own preferred selling style and then to appreciate and recognise the customer’s natural buying preferences. The salesperson can then adapt their own style to match the buyers and create empathy and a more open dialogue.
A core part of the programme is personal buying motivators which are the world’s best kept secret! Eduard Spranger identified that beliefs tended to cluster into six distinct groups that people bring into action when they are mentally testing new concepts. This forms six distinct buying criteria, for example, someone who has a high social and selfless bias will be looking to see how the product or service being sold to them can help others. Price is not paramount in this case. Understanding personal buying motivators is vital in order to close the sale and create long term relationships.
Personal Sales Management
Effective salespeople don’t do more – they do better. Using the unique technology of FutureMapping, delegates will be able to identify their key success drivers and any issues that are preventing them from performing to their full potential.
Development areas addressed include:
- Attitudes to others;
- Self image adjustment;
- Internal motivation;
- Procrastination;
- Personal ethics;
- Overcoming rejection;
- Personal and professional goal development;
- Sales pipeline development.
Delegates receive a Personal Compass sales management diary to assist them in their daily sales routines.
Consultative Selling
Consultative Selling is based upon a Win – Win philosophy. The old business model of selling has changed over the last few years as potential clients have become more sophisticated and able to respond assertively to your cold calls and traditional solicitations.
No matter where you are on the journey to becoming a master consultative salesperson you will already be using a sales process based on the five steps below:
- Entry;
- Examination;
- Diagnosis;
- Prescription;
- Implementation.
Successfully moving from step one to step five is dependent upon the salesperson’s ability to develop respect and trust, with the end goal to become a trusted advisor.
Our Consultative Selling programmes operate in many formats to suit you but are always followed up with individual coaching and support.
If you would like to know more please fill in the table below.
