Needs analysis · online
A 1.5-hour online training needs analysis per person, followed by 30 minutes of feedback.
All programmes
Sales Competencies Development Programme
A multi-step sales programme that runs from needs analysis to follow-up in the field.
- Duration
- Multi-step programme
- Format
- In person and online, tailored to your organisation
- Category
- Multi-step Programmes
The programme opens with an online needs analysis and feedback for each participant, followed by a development planning session that sets the direction. Two separate two-day training modules cover sales competencies from building rapport to closing, and from negotiation to persuasion and conflict management. The process ends with follow-up sessions in the field, built around one-to-one customer visits.
What it develops
- Clarifying development areas through an individual needs analysis and feedback
- Building deep rapport, analysing needs and presenting benefits
- Reading the decision-making mechanism, closing sales and handling objections
- Selling to different profiles, negotiation and in-depth questioning
- Presenting, conflict management and persuasion
- Sales visit coaching in the field and reviewing the development plan
Programme content
Development planning · 1 day
Executive summary and a development planning session (1 day per group of six).
Training 1 · 2 days
Building deep rapport, needs analysis and presenting benefits, the decision-making mechanism, closing and handling objections.
Training 2 · 2 days
Selling to different profiles, negotiation, in-depth questioning, presenting, conflict management and persuasion.
Field follow-up · 1 day per person
One-to-one customer visits, sales visit coaching and a review of the development plan.
Planning a programme?
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