The Problem:
Many sales people talk too much. It's a
common complaint among buyers. Yet most sales people are taught
to "take control" and walk customers through "The
Steps to the Sale", shopworn concepts that inevitably lead
to too much talking and not enough "consulting".
Furthermore, with the advent of e-commerce, e-business, and the
Internet, old sales models don’t work anymore. The “old
school” ways are passé. People are smarter, more
informed, and less tolerant of worn sales practices than ever
before. If
someone doesn’t like a sales process, they can just shop
on-line and get a product delivered to their house. Many would
prefer this anyway.
The
Reality: To succeed today, salespeople need a different
approach. Reverence for the buyer, client, or customer must be inherent
in everything we do.
Listening skills are paramount. Each
individual needs to be treated with respect, dignity, and
sincere understanding. Trickery,
manipulation, or deception will only serve to hurt any sales
process in the long run. Maintaining integrity and having a true interest in whomever
we deal with is paramount to our success, and the ultimate
satisfaction of our customers.
The
Solution: This
innovative course will help you learn to ask questions, and
develop the listening skills necessary to create a conversational dialogue with whomever you are speaking.
By learning to ask the right questions and then actually listen
to the client's answers, you'll remove the "pressure"
and help the customer make logical decisions and choices.
Our exclusive "Toolbox Technique" will help you
develop productive conversations instead of creating forced
dialogue. You will discover various cutting-edge listening skills
borrowed from the field of Psychology, and practice them in
real-life situations.
The
Process:
The concepts in this curriculum are taught through a series of
role-plays between buyers and sellers, using your company’s
products or services as the centerpiece of all dialogue.
By the end of the day, you will have engaged in the
actual behaviors that you will use in the field, and you will
have seen and heard for yourselves how these techniques really
do work to bring clients “into the fold”.
Using
an innovative PublicSpeakingSkills.com
approach, you'll actually experience what its like to be your
customer. You'll learn why some simple twists to the techniques
you use now will make all the difference in the way your
customers respond.
The
Bottom Line: We’ve done seminars for companies that
manufacture everything from apple slicers to zoo supplies, and
have found that certain sales principles and ideas transcend the
product or service itself, and even the subject of sales.
Selling is more about listening skills, psychology and human relations than
anything else.
You'll
learn the eight great steps to truly consultative selling, and
along the way, you'll develop some communications techniques
that will prove invaluable in all phases of your life, from
dealing with the boss to even your more personal relationships.
(Yes, listening skills work at home, too).
Bonus: Many of our clients find this course to be an
excellent adjunct to our Enhancing Your Presentation
Skills classes, especially for those employees in roles that
don't often exercise one-on-one or one-on-a few personal contact
skills.
