Question-Based Selling Techniques – 4 hours

TRAINER  Julian Lewis

Format

Interactive webinar : 4 hours

Date

New dates starting in June !

Attendees

Webinar: 15 people

Targets

Sales Managers and Executives, Account Managers, graduates/ master graduates/ professionals beginning a career in Sales and Marketing.

*An intermediate level of English is required.

Concept & Goals

Question-based Selling Techniques will focus on using Case Studies to define and sell services. It will provide an interactive forum to practise open-ended questioning to help build confidence in dealing with the blocks and set-backs met in everyday Business Development.

Content

• Defining your service offering using Case Studies;
•  Unique Selling Points (USPs) and competing on quality rather than price.
• Open-ended questioning to find out if there is an opportunity. Learning to formulate and then practising and drilling targeted questions for phone and face-to-face selling.
• Beating the Blocker and passing the Gatekeeper.
•  Flashcards group work to practise these techniques in a simulated pressured situation.
• Cold-calling, email outreach. Hands-on experience;
• A practical approach and examples – including role-playing and flashcards – of picking up the telephone and making contact. As well as rekindling ‘dormant’ contacts and clients.
•  Follow-up;
• Effective follow up on sent offers, including unsuccessful offers. Techniques for developing timely and successful follow-up to improve conversion rate

Certification

At the end of the course a certificate of participation will be issued

*The course will start with a minimum of 8 participants