The sales process is traditionally structured in seven essential steps, from preparation to after-sales, assuming that the appointment has been made. The concept is not new, but this course takes account of modern thinking, in which the sale is a collaborative process, in which the sales person helps the customer to buy. The focus has shifted from persuasion to facilitation – helping buyers to make decisions that best suit their needs. This course is therefore better suited to business-to-business (B2B) selling than the consumer market, and places the sales person on a higher level, more in line with ‘trusted advisor’ than salesman. It fits with Relationship Selling, and helps to align the thinking of the related disciplines of Marketing and PR.

Who Should Attend?

Sales Directors, Sales Managers, Field Sales Managers, Senior Sales Persons, Business Development Managers, heads of Marketing and PR, business owners.

Outcomes:

• Understand the modern approach to selling
• Develop a communication style that gets results
• Match the expectations of buyers
• Learn how to open and maintain the commercial relationship

Course Outline:

• How sales thinking has moved on
• The process of collaboration and facilitation
• Essentials of planning and preparation
• The opening gambit
• Using facilitative questions
• Presenting your case
• Matching expectations
• Decision time
• Maintaining the relationship

To book this course for your company call us on +44 (0)845 900 21 37 or email us at info@mindassociates.com