Research and analysis
The value of preliminary research and analysis for effective sales visits.
All programmes
Core Sales Skills
From first contact to after-sales: selling that analyses needs accurately and takes on the role of adviser.
- Duration
- 2 days
- Group
- Ideally 12, at most 15 participants
- Format
- In person, tailored to your organisation
- Category
- Sales and Customer Experience
Successful selling rests on analysing the other person's needs accurately and producing solutions for them. The programme covers how to make first contact, methods of persuasion, how to close a sale and what to do after it, combining theory and practice. Topics are supported by real cases and reinforced through role-play.
Who it is for
- Field sales specialists responsible for a region, turnover or customer group
- Sales professionals preparing to take on this responsibility
What it develops
- Preliminary research and analysis for sales visits
- Win-win negotiation and methods for countering competition
- Strong questioning and effective listening
- What the product means to the customer rather than its features
- The role of adviser rather than seller
- Real cases and role-play
Programme content
Win-win negotiation
Effective negotiation methods and strengthening sales against competition.
Questioning and listening
Reaching results through strong questioning and effective listening.
From features to meaning
Conveying what the product or service means to the customer rather than listing its features.
The adviser role
Acting as an adviser who adds value to the customer's business, not as a seller.
Cases and role-play
Reinforcement through real cases and role-play.
Planning a programme?
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