This program is based on the Client-Centered selling approach described in Selling Microsoft – Sales Secrets from Inside the World's Most Successful Company and Total Market Domination.
Client-Centered Communication – The Key to Profitability
Client-Centered Communication – The Key to Profitability
This program presents the basic communication skills that enable a sales representative to present their company's products in a positive, professional manner.
Seminar Objectives- Understand the complexities inherent in selling in today's competitive markets.
- Establish credibility through a positive Client-Centered selling approach.
- Control selling relationships through effective listening and interviewing techniques.
- Use advanced communication skills to move business forward.
- Isolate and overcome objections that may cloud the buying decision.
- Communicate productivity improvements and cost benefits.
- Facilitate the buying decision through effective closing techniques.
- Adopt Value-Added Selling programs.
- Follow-up with clients to maintain long-term relationships.
- Selling in Today's market
- Personal Objectives
- Solution Selling
- Client-Centered Selling
- Building Trusting Relationships
- Determining Client's Buying Criteria
- Discovering Client's Needs
- Interview Strategies and Techniques
- Handling Objections
- Task and Personal Appeals
- Status-Quo Prospects
- Presenting Cost Justification
- Recommending Solutions
- Asking for Your Client's Business
- Causes of Delayed Decisions
- Uncovering Hidden Agendas
- Special Closing Techniques
- Supporting Your Client's Decision
- Value Added Selling
- Setting Objectives
- Interview Skills
- Overcoming Concerns and Objections
- Advanced Communication Techniques
- Closing Techniques
- Implementing Client-Centered Selling Skills to Build Sales Momentum