Corporate Services

Clear Customer Communications - Selling and Influencing for Results - 1 to 3 Days

In this very competitive sales environment, where “bottom-line pricing” seems to be the norm and where sales people are continually being asked for a lower price to land the business, organizations need to ensure that the front-line sales force have the required strategies and skill sets in place, to be able to sell their value-add, without discounting price and to deliver against ever increasing customer requirements.  To be successful, sales people need to acquire a mindset that not only can “sell” the customer, but can deliver, because they are also able to handle the internal resistance they often face when implementing the deal.  As customers continue to require more customized solutions, this internal influencing skill is crucial to getting and keeping customers.  Participants in this workshop will learn:

• The crucial elements of a value-add strategy and mindset
• A selling and influencing roadmap that outlines present and future customer positioning, planning and behavioral strategies
• Outlines for experienced sales people the one or two areas they need to develop to more effectively influence customer buy-in
• Alternative entry strategies, questioning and amplifying skills, how to build the buyer product profile so that it matches their product solution and builds longer term repeat customer relationships that are not dependent on “personality”
• How to handle customer objections and internal resistance so that customer needs are met