Skills Development - Example programme outlines: Sales Foundation Programme
The solutions based selling concept – Match Selling®
- Introduction of the 6 Point Plan as an overall framework
- The positive behavioural style required for effective application of core selling skills
- What is involved in opening the meeting? Starting to build the relationship, agreeing the agenda, initial positioning of your company
- Finding out about the customer and their needs using a 6 stage model
- Understanding customer interests and motives based on “SIIS” - save, increase, improve, solve
- How to adapt behavioural styles to meet customer style, to develop positive relationships
- Analysis and planning once needs have been identified. Analysis of need / feature motives, competitor comparisons, SWOT, objectives and action plans
- Presenting solutions in customer benefit terms
- Handling concerns and objections by applying response -v- reaction concept
- Gaining commitment throughout the sales process
Download “Overview of the Sales Process - 6 point plan” PDF (289KB)
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