» 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 corporate 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 corporate 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.

Discovery Sales 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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