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.
Question-Based Selling Techniques – 4 hours
de: 120,00 €
TRAINER Julian Lewis
Format Date
Interactive webinar : 4 hours
New dates starting in november !
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
Additional information
Price | Membres AIIC ou Association Partenaire G2E, PROMO 2020 |
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