» 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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