Further Details
Course Outcomes/Benefits of Attending:
The main learning focus of the course is the use of a powerful sales decision making process model which enables individuals to stay focused on the customer’s needs and wants.
In addition the course considers the need to adapt your sales style and approach to the business and personal needs of the buyer and integrates this with the steps contained within the sales process model.
By the end of this course you will be able to:
Describe the key features of the sales environment and the main stages of the sales life-cycle
Prepare for and conduct professional sales meetings
Describe the selling professional services ‘model’ for successfully handling the decision-making process at any stage of the sales life-cycle
Recognise the real objections which form obstacles to the sale and how to convert them into a positive part of the buying process
Understand the application of MBTI and Selling
Secure positive commitments and decisions in closing sales that lead to future business
Develop stronger, longer lasting relationships with clients
Plan, carry out and review the effectiveness of your sales/selling interventions.
The Learning Experience:
A highly participative course where participants will experiment with a range of approaches and draw on each others' experiences. With a mixture of tutor input, plenary discussions, syndicate exercises together with completion of the MBTI self-assessment inventory, each used to develop deeper understand of the issues facing consultants as they attempt to sell professional services.
Participants will also have the opportunity, through the use of CCTV to monitor the changes in their skills and behaviour - towards effective selling skills/interventions - during the course. The course also involves participants working through an interactive 'live' sales opportunity.
There is an emphasis on participative exploration. A handbook of best practice guidelines together with a set of 'learning helpcards' supplement this course and are also provided.
Programme Outline:
The structure of the programme can vary to meet the particular needs of the group. The most effective structure is a modular one based on the principles of action learning. In outline the course programme consists:
Setting the Scene: What constitutes effective selling
The role of the consultant as salesperson
Sales imperatives... where is the need?
What is it that you are selling?
Overview of the Sales Decision Making Process
Reaching the Confidence Threshold
Moving Beyond the Confidence Threshold
Problem Exploration
Resolution: Benefits Analysis
Obstacles and Objections
Decision: Achieving your Objectives & Evaluation
Managing the Client: Framework of four major types of client relationship
Understanding MBTI and Selling - Customising your selling style
Review & Evaluation: Looking back at your successes
Maintaining good client relationships
Action Planning the application of the programme learning
Establishing follow-up learning needs.
Who Should Attend:
Consultants who had been successfully selling professional services and who now require an additional dimension to understanding effective client-centred selling.
Course Duration:
The programme is of three day’s duration.
Number of Participants:
At OTT Consulting we believe in providing a suitable ratio of 'trainers to participants' to maximise everyone's ability to learn. We have therefore designed all our courses to accommodate 6 participants as the optimum number of participants. Where required we are happy to alter the course to accommodate more or less participants.
Guide price
£100 per candidate per day |
