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» An innate and naturally progressive
approach to the discovery of known and unsown needs and the
specific selling skills necessary to persuasively match solutions
to those needs. Becoming an invaluable resource to ones clients or
prospective clients.
Essentially what agency
executives can expect from this workshop is hard work and realistic
sales tools and techniques to effectively play the "Sales Game"
with an increased degree of self-confidence and poise with the
outcome - "happy and buying clients". This Workshop
places Emphasis on teaching agency executives to:
» Dramatically improve
"closing rates";
» Dramatically improve ability to establish
needs and fulfill them;
» Improved ability to sell the value and
benefits of what one is representing.
Louws helps each salesperson
combine an aggressive, pro-active approach, with
the sensitivity of an advisor, able to counsel his/her client
with a superior degree of consultative
expertise.
» Planning Skills:
› Preparing for the sale - knowing what to expect;
› Achieving a "consultative attitude";
› Establishing an achievable sales objective.
» Probing and Listening
Skills:
› Skills to make that first
"impression" a positive and lasting one;
› Ability to get a prospective client to open up";
› Over 50 probing techniques - from the
runway to the onion approaches;
› How to build trust;
› Techniques for listening to the real intent;
› Skills in finding the real "hot buying buttons";
› Techniques to confirm that one is on the right track .
» Sales Presentation
Skills:
› Selling the value vs. the
fact or process;
› Converting process into meaningful and relevant
benefits;
› How to restructure one's features into meaningful "value
added" benefits;
› Techniques to help "manage" a prospective customer through
the sales process;
› Developing clear and impactful benefit statements that
separate one from competitive claims;
› Reading one's progress and the ability to restrategize on
the fly.
» Closing
Skills:
› Turning negative situations
into positive;
› Techniques to turn objections into selling points;
› Fifteen closing Techniques;
› Techniques for closing sales after the call
(follow-up);
› Knowing how far to push, and when to back off.
Consultative
Selling Skills training is tailored to the requirements of
your business.
Louws does not deliver "off-the-shelf" programs.
Louws quickly learns what your business offers
prospective customers, goes out into the field and learns how
it is sold, by selling it with the sales force, and then develops
the training curriculum with cases that are completely customized
to address the exact situations your salespeople are faced with day
in and day out.
Contact Louws about this
workshop.
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