Putting The Buying Into Selling Course Duration 1 Day
Course Overview
The objectives of this 1 day workshop are: Understand the difference between “selling to the customer” and “assisting the customer to buy” · Selling vs service · Using service to add value · Adding value to the customer experience
Putting the Buying into Selling
Course Duration 1 Day
“Use the same measure for selling that you use for purchasing” – Abu Bakr
Nobody likes to be sold to; instead they prefer to buy of their own accord. This full day workshop is designed to provide delegates with the skills required to assist the customer to buy rather than be sold to.
Course Summary
The objectives of this 1 day workshop are:
Understand the difference between “selling to the customer” and “assisting the customer to buy”
· Selling vs service
· Using service to add value
· Adding value to the customer experience
Assist delegates to develop the listening skills required to be effective in a sales role
· Listening skills
· Gathering information
· Co-creative dialogue
Understand the difference between Features and Benefits of a product and how to explain them to a Customer.
· Understanding the other person’s point of view
· Motivational filters (Meta-programs)
· Features vs Benefits
Develop a natural style with the customer that helps to build their trust
· Establishing Trust
· The Trust equation
· 5 Step Trust building process
Understand how to ask for the customer’s business in an effective and non-pressuring way
· Personality profiling
· Actively suggesting a next step
· Handling objections (Feel, felt, found)
Understand personal strengths and development needs
· Effective Communication – Self Evaluation
· Review Trusted Advisor traits
Putting it all into practice
· Putting together a personal action plan
Putting The Buying Into Selling Course Duration 1 Day
Course Overview
The objectives of this 1 day workshop are: Understand the difference between “selling to the customer” and “assisting the customer to buy” · Selling vs service · Using service to add value · Adding value to the customer experience
Putting the Buying into Selling
Course Duration 1 Day
“Use the same measure for selling that you use for purchasing” – Abu Bakr
Nobody likes to be sold to; instead they prefer to buy of their own accord. This full day workshop is designed to provide delegates with the skills required to assist the customer to buy rather than be sold to.
Course Summary
The objectives of this 1 day workshop are:
Understand the difference between “selling to the customer” and “assisting the customer to buy”
· Selling vs service
· Using service to add value
· Adding value to the customer experience
Assist delegates to develop the listening skills required to be effective in a sales role
· Listening skills
· Gathering information
· Co-creative dialogue
Understand the difference between Features and Benefits of a product and how to explain them to a Customer.
· Understanding the other person’s point of view
· Motivational filters (Meta-programs)
· Features vs Benefits
Develop a natural style with the customer that helps to build their trust
· Establishing Trust
· The Trust equation
· 5 Step Trust building process
Understand how to ask for the customer’s business in an effective and non-pressuring way
· Personality profiling
· Actively suggesting a next step
· Handling objections (Feel, felt, found)
Understand personal strengths and development needs
· Effective Communication – Self Evaluation
· Review Trusted Advisor traits
Putting it all into practice
· Putting together a personal action plan
