Bizfastrack To Sales … Making Powerful Conversations That Sell!
No matter what business you are in, you need to sell. There’s an old saying, that nothing happens until you make a sale. And that is still true. But what is sales? It is simply persuasive face-to-face communication. This happens when you want the other party to purchase your product or service.
No other single skill can correlate with this skill of sales as it makes the most difference. No firm, no company, no enterprise can survive unless there is sufficient sales to support the costs of production, salaries, overheads and so forth, and give the stakeholders and shareholders a profit margin that is high enough to reflect the risks involved in doing business.
The real-world success is in learning sales, yet it is not often found on the curriculum of formal education from school through to post-graduate level.
Outline of program:
- The Buying Cycle
- Discovering the buying motivations, style, and thinking patterns
- The stages of a sales call and why this is important
- Call outcomes and sales success
- Developing needs based questions
- Situation questions
- Problem questions and how it impacts the buyer
- Value questions and implications
- Providing the solution
- Comparing the value equation of cost versus benefits
- Selling disciplines of the small sale; the larger sale
- Objection handling
Methodology:
Mini lectures, practice situations, feedback, mini quizzes, & skills practice for immediate application.