Course Details
Sales Dynamics
Course past enquire for a new date
Professional Development
Sales
Sales STAR
159 Khyber Pass Road
Plenty of parking onsite
Grafton
Auckland 1142
New Zealand
Full Day
$500.00
$500.00 ($562.50 incl GST)
$500.00 ($562.50 incl GST)
Objectives
At the end of the program, participants will:
• Understand the skills necessary for prospecting
• More effectively influence and lead customer with a low pressure approach
• Build customers’ respect and trust using customer-focused strategy and interaction
• Learn a structured questioning methodology to uncover prospects’ problems, needs and true motivation
• Learn how to recognise the need behind the need and how customers’ consequence of needs can close more deals in emotional terms
• Understand a positive association with objections and the structured approach to uncover their true meaning
• Understand the importance of how and when to introduce price, including the stages before moving on to customer solutions to sell more value
• Learn how to read customer buying-signals and modern closing techniques
Who Should Attend?
This program is ideal as a skills review and enhancement for current salespeople or Sales Managers however it also provides those new to selling with a great base to understand the best skills and strategy they need to adopt for their sales success.
What will I learn:
You will learn how to prepare your self to make appointments and get them.
To present yourself as a sales professional
How and why to ask questions that uncover hidden needs
How to match those needs against your product or service.
Overcoming objections to purchase
How to take the order and provide ongoing service
Course Content
1. Territory & Prospecting
• Methods, approach and activity
• Referrals
2. Qualification and Uncovering Needs
• Incremental agreement process
• Buying-emotions and logical justification
• Low pressure approach to shortening the sale cycle
• Questioning skills
• Need behind the need and buyer motivation
• Questioning methodology to uncover prospects’ needs
4. Solutions
• When to introduce price
• Features and benefits
• Presenting proposals
5. Objections
• True meaning of an objection
• 4 stages to handle objections
• Categories of objection
6. Closing
• Buying signals
• When to close and the trial-close
• Types of closing
After this course you will be able to:
Be more effective at selling and have a better understanding why each step in the sales process is necessary.
At the end of the program, participants will:
• Understand the skills necessary for prospecting
• More effectively influence and lead customer with a low pressure approach
• Build customers’ respect and trust using customer-focused strategy and interaction
• Learn a structured questioning methodology to uncover prospects’ problems, needs and true motivation
• Learn how to recognise the need behind the need and how customers’ consequence of needs can close more deals in emotional terms
• Understand a positive association with objections and the structured approach to uncover their true meaning
• Understand the importance of how and when to introduce price, including the stages before moving on to customer solutions to sell more value
• Learn how to read customer buying-signals and modern closing techniques
Who Should Attend?
This program is ideal as a skills review and enhancement for current salespeople or Sales Managers however it also provides those new to selling with a great base to understand the best skills and strategy they need to adopt for their sales success.
What will I learn:
You will learn how to prepare your self to make appointments and get them.
To present yourself as a sales professional
How and why to ask questions that uncover hidden needs
How to match those needs against your product or service.
Overcoming objections to purchase
How to take the order and provide ongoing service
Course Content
1. Territory & Prospecting
• Methods, approach and activity
• Referrals
2. Qualification and Uncovering Needs
• Incremental agreement process
• Buying-emotions and logical justification
• Low pressure approach to shortening the sale cycle
• Questioning skills
• Need behind the need and buyer motivation
• Questioning methodology to uncover prospects’ needs
4. Solutions
• When to introduce price
• Features and benefits
• Presenting proposals
5. Objections
• True meaning of an objection
• 4 stages to handle objections
• Categories of objection
6. Closing
• Buying signals
• When to close and the trial-close
• Types of closing
After this course you will be able to:
Be more effective at selling and have a better understanding why each step in the sales process is necessary.
Geoff Clarke
Profile
Geoff has been involved in selling, management and training for over 30 years.
In that time the realisation of understanding (and not just assuming) the requirements of clients has been the basis for the way he operates.
After a grounding period in the IT industry, Geoff went on to spend the next 25 years with Xerox. Over this time he worked as major account salesperson, and Sales Manager of many successful Xerox teams. In his last twelve years at Xerox he was responsible for the training department and was instrumental in training the sales force and management nationally.
Geoff was also involved with training in Australia and Asia, and was responsible for introducing many changes to the way that Xerox operated as a client-centric organization.
For the last five years Geoff has been working as a contract trainer and facilitator, and has served clients as a business adviser, specializing in sales and marketing.
Geoff has participated in several business associations and is currently the Chairman of Kumeu Business Association, a position he acquired after having been the Chairman of “Make a Wish Foundation” for 15 years.
Geoff is also a known speaker on Sales and Marketing.
Profile
Geoff has been involved in selling, management and training for over 30 years.
In that time the realisation of understanding (and not just assuming) the requirements of clients has been the basis for the way he operates.
After a grounding period in the IT industry, Geoff went on to spend the next 25 years with Xerox. Over this time he worked as major account salesperson, and Sales Manager of many successful Xerox teams. In his last twelve years at Xerox he was responsible for the training department and was instrumental in training the sales force and management nationally.
Geoff was also involved with training in Australia and Asia, and was responsible for introducing many changes to the way that Xerox operated as a client-centric organization.
For the last five years Geoff has been working as a contract trainer and facilitator, and has served clients as a business adviser, specializing in sales and marketing.
Geoff has participated in several business associations and is currently the Chairman of Kumeu Business Association, a position he acquired after having been the Chairman of “Make a Wish Foundation” for 15 years.
Geoff is also a known speaker on Sales and Marketing.