- Is your business development team achieving the desired success in securing more revenue for your business?
- Are your client relationships ensuring that ongoing business opportunities become easier to achieve?
- Is the focus of your team on providing solutions that meet client stated needs?
- Does your team fully uncover the client's needs, and desired outcome, through effective questioning?
- Are the skills of communication being used to develop a closer working relationship with your client?
- Are your staff engaging the client in conversations that focus on deeper understanding and engagement with your client?
- Has the sales call generated sufficient information to develop a good proposal, and give you the ability to deliver on the clients needs?
If you have answered NO to any of these questions, your team may not be delivering potential business opportunities you may expect of them.
Solution: Selling for Success
Selling for Success will significantly improve the ability of your Consultant to be more effective in the sell process with a greater focus on improved consultative communication. They will have the ability to identify the real need and solution that will create greater value with its client-focused approach generating improved sales performance.
After attending the Selling for Success Course the participant will be able to:
- Align the importance of Consultative Selling within the Lifecycle Model for Consulting Engagements
- Know the difference between the selling and buying process
- Identify best practice sales behaviours
-
Define
and Practice the Four Step sales conversation
- Opening
"What's in it for the client"
- Receiving
Information:
Listening skills
- Seeking
Information:
Delivering questions that ignite an open response to gain insight
- Presenting:
Consolidating insight and connecting to solutions
- Opening
"What's in it for the client"
- Propose next steps and handle client concerns and objectives
- Improve personal connection skills creating and sustaining rapport/empathy, trust and resilience with the client
- Deliver significant value to the client by consistently communicating benefits
- Gather sufficient information to help prepare and deliver a winning business proposal
- Close the sale
Selling for Success is a licenced program of Paul Donovan Consulting Pty Ltd (www.pdconsult.com.au)
| Course Details | |
|---|---|
| Course Participants | All client-facing Sales, Business Development and Consulting staff |
| Participant Number | Maximum 12 per course |
| Course Duration | 2 days |
| Course Investment | Contact us for more details |