Conversational Selling Skills To Read Brochure click here
Conversational Selling Skills: covers the essential selling skills salespeople require to successfully navigate all sales conversations with fluency and confidence.
Why learn sales skills? Salespeople need concrete action steps to develop the mental neurology and capacity to continually plan and execute successful sales presentations.
Conversational Selling Skills overview:
Call Planning: Sales people will learn the importance of planning sales calls, having call objectives and back up plans for each sales conversation.
Psychology of Success: Attitude is every thing when it comes to being successful. Salespeople will learn how beliefs and emotions influence our self talk, attitude, behaviours and results. In this life changing session salespeople will learn how to identify and change any sabotaging beliefs and fears that inhibit sales success, thus putting them in the drivers to seat to enjoy the journey towards sales success.
Opening the sales dialog: Opening scripts are essential to ensuring sales conversations get off to a positive start. Sales people feel more confident when they know how to transition from rapport to business with ease. Participants will learn three simple steps to create a professional opening statement that will engage the client and reduce rejection.
Managing rejection: Being prepared with skills and the awareness that rejection is a possibility is essential to confidently and successfully manage the situation. Sales people will learn two powerful skill steps that will enable them to stay in the flow of the conversation, prevent the rejection from being a show stopper and enable the salesperson to maximise their time with the client / prospect.
Identifying Clients Needs: Gathering information about your clients needs is at the center of all sales conversation. Sales people will learn a powerful process to identify and understand their clients needs and why those needs are important to them. It is critical that sales people understand not only their clients needs but also their buying motivation. When we know our buyers motivation, we know which benefits of our service to present.
Listening: One of the most important sales skills is active listening. Participants will understand the importance of listening and learn strategies to focus and clear their heads so they can truly be active listeners.
Presenting Solutions: People buy benefits or lifestyle not features, therefore great emphasis is placed on being clear about the difference between features and benefits. Salespeople will learn three exceptional skill steps to presenting compelling solutions that will encourage a positive response from their clients. People buy benefits not features, this is real news to less experienced sales people.
Managing Client Concerns: Client concerns are to be valued not feared, as they are a key indicator of client interest, plus they present an opportunity for the sales person to convert to a sale. Salespeople will learn a four step process to confidently isolate and resolve all their clients concerns. Also how to overcome objections.
Close for the business: Closing is easy when you have earnt the right and understand the process. Salespeople will learn how to close using three powerful skills steps to ask for the business and future pace the client’s next steps.
Creating An Awareness Of A Need: Sometimes clients do not see themselves as having certain needs, therefore the saleperson must use a questioning process to help identify whether a need exists or not. Participants will learn a four step process to identify and create an awareness of a need or gap in the customers requirements.
Practice in the program:
Practicing sales skills is important for embedding the behaviours into our psychology. In the program all skills are practiced and each person will work on an example of a future sales call.
Who would gain value from attending Conversaional Selling Skills?All people who are in a sales, influential positions and have contact with customers
Possible benefits for developing Conversational Selling Skills:
Confident sales people make more sales, are more productive and profitable. Your people will know how to plan and conduct a sales conversation that will lead to a more positive outcome which means more sales success and profits. Also skills are observable which means you will be able to coach your people more effectively.
This program includes exercises and practice sessions. Your sales people will learn how to consistently sell more and increase their bottom line.
Time frame: Two days enables the skills to be drilled and practiced.
Mastery of these skills will guarantee increased sales success
To book Conversational Selling Skills call Carol Cooper 0417022688 or email carol.cooper10@bigpond.com
Testimonials:
All good – not the long drawn out and agonizing process a lot of these are. The course was completed with relevance to the current situation and not at all boring. Carol did an excellent job. No problems recommending this course to others. Ian
Thank you Carol for an enjoyable training session. Your presentation was excellent and kept me alert the whole time. Coralie
This course provides very practical knowledge skills on how to develop the business particularly to beginners. Many thanks for Ms. Carol Cooper and I did learn a lot from her class. Peter
What a breath of fresh air! You were bright, bubbly and captured my attention. More importantly you were very informative, used real scenarios and reiterated the basics in an interesting way. Thanks. Suzanne
I was really looking forward to this session as the market is tough at the moment. I needed some inspiration and Carol Cooper has given me just that today. Carol is very enthusiastic, energetic, beautifully groomed and makes one feel that you can do it. Inspirational! Rita
Carol Cooper provided us with an excellent presentation and showed she has a brilliant command of her subject. Her passion and enthusiasm made it a pleasurable seminar and she excelled in communicating to us all. Highly recommend her service to everyone. Thank you. Anthony
This course was more than I had expected. It was not your boring-go-through-the-motions course. It was informative and interesting all the way through and the time passed quickly – a sure sign of a good course. Carol Cooper’s enthusiasm was infectious and her product knowledge as well as practical experience made the course relevant.Bradley
Carol Cooper was a delightful, enthusiastic trainer who incited comment and was engaging in her presentation. In my experience people can be embarrassed to contribute – she made us comfortable and that our continuation was worthwhile. Clear and concise in her delivery of information. Sandra
I recently had the pleasure of attending a course at Kaplan facilitated by Carol Cooper. I found Carol to be a highly effective trainer. Her approach is contemporary and relevant to the subject. She offers interesting observations and insights which keep the audience engaged and challenged. Thank you for the opportunity. Justine Hawkins
I felt the last two days were very informative in all of the modules undertaken not only in the workings of them but in the presentation process which made it easy to respond to and understand. I really found the parts of self involvement very refreshing. Bob Button 29.10.08
Taking part in exercises hands on experience
Stories from the trainer relating to situation really helps to understand different situations
Very helpful trainer very positive attitude. Penny Darling 29.10.08
I liked the fact that the facilitator taught the exercises in an alternative way. She got us involved and made us think, (Instead of reading straight from the text book) I think it also helped that the trainer could relate to real life situations. The trainer was lovely “very positive” and made the learning fun! Larissa Ayling 29.10.08
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