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General Overview
Ultimately, customers want solutions - not features.
And quite often we have sales people who have excellent
technical knowledge about a product but are unable
to analyze their (potential) customers' needs or even
listen to their needs effectively - in order to provide
them with solutions they want.. Therefore, being able
to pre-analyze your customer's needs, discover their
business-related problems and provide them with genuine
value-added solutions - up and down the value chain
- is the challenge for today's sales professional.
To help meet that challenge, BET&C offers a 3-day
workshop that provides numerous, hands-on opportunities
to practice selling value-added solutions to your
customers.
Recommended for
Sales reps at all levels
Content
- Developing
rapport with your customer
- Analyze
and mapping your customer's needs
- Mapping
the value chain of your customer's
suppliers and customers
- Influence
the customer's needs awareness
- Leading
customers through a systematic, solution-centered
value added sales process
- Link
explicit customer needs with your products or services
- Handle
objections effectively
- Present
objective and professional recommendations
- Adapting
your sales approach across cultures
Learning
Method
Group activities, method modelling, NLP techniques,
short input sessions and lots of hands-on, learn-by-doing
role simulations with feedback.
Group
size
Maximum number of participants:8
/ Trainer
Fees
€ 1250 + Mwst. / participant
- plus hotel. Ask about our special group rates.
For more information
contact:
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