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with Quality Training and
Business Support
Practical advice and training, designed to help Gloucestershire businesses to grow, develop and prosper.
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Providing your organisation
Training Courses
Solution Selling
Who should attend?
Aspiring sales professionals, business owners, managers, marketing and sales support staff who may be looking to present themselves as potentially valuable business partners and problem solvers rather than just sales people "on the hunt".
Why should you attend?
This course will help you to understand how a collaborative approach leads to a more profitable business relationship. Explaining product or service features, however good they might be, is no longer enough to win business in an increasingly competitive trading environment. This course shows how to make a compelling business case based on enlightened questioning of a prospect's real business issues and needs. If you sell what you believe are business solutions, then a consultative approach will help develop rapport, empathy and a greater trust in you and your company. This means that the client will buy based on perceived value and not on price alone.
Course Outline
- The contrast between traditional selling techniques and consultative selling and why the market responds to a consultative approach
- Establishing empathy and rapport so as to be seen as genuine
- The right types of questions on which to build a business case
- Progressive development of a prospect's purchase motivations
- An effective, proven process model for existing as well as new customers
- Retaining customer loyalty for the longer term
- The course provides opportunities to practise new skills through practical, interactive exercises
Presenter
Neilson Kite
Availability
13th November 2012 (9:30 AM - 4:30 PM) @ Twigworth Court Business Centre
Cost
Course: £160.00 +VAT
Contact
0845 8389964
training@glosenterprise.co.uk
Booking
TopMeet the Trainer
Neilson Kite
Neilson Kite helps many companies and individuals realise the full potential from their sales, marketing and business strategy development. This is achieved through training courses, coaching, mentoring and the facilitation of lively group sessions for sales, marketing and management teams, particularly in the powerful skills of consultative selling and key account management. As a previous sales and marketing director in both large corporations and SMEs, he has the practical experience of what works and what doesn’t – with the scars to prove it. His training courses provide serious learning experiences but are also fun.