Sophisticated Selling Skills
This blended course offers a high-octane combination of personal awareness and smart methods for running successful customer relationships whilst selling products and services to them in a sophisticated and sensitive way.
Attitude and approach come first, followed by the best principles behind selling skills, learning how excellent customer service works, and discussing the most troublesome aspects of customer handling.
Example Content
YOUR ATTITUDE AND APPROACH
- You are what you do
- Be a possibilist
- Be an essentialist
YOUR APPROACH
- Keep the best, bin the rest
- Problem owner, not problem moaner
- Why bother?
YOUR CUSTOMERS OR CLIENTS
- Problem client troubleshooting
- Service v. Servility
- Service recovery
SELLING EFFECTIVELY
- Establishing the need
- Self-briefing
- Selling in stages
- Relationship stages
SALES STRATEGY
- Selling isn’t just for salespeople
- Rational drowning
- Who sells most? Introverts and extraverts
Summary
A powerful hybrid of self-awareness and selling approaches. This wisdom combines both disciplines because over the years it has become apparent that the two are indivisible. Less-experienced attendees will learn all the basic skills, and those with more experience can be coaxed to more advanced skills.
Outcome
This course applies the thinking to real customers and clients so that attendees go away with fresh approaches that they can apply immediately in their day-to-day work.
Sample Source Material
Decisive – Chip & Dan Heath
Smarter Faster Better – Charles Duhigg
One + One = 3 – Dave Trott
The Challenger Sale – Dixon & Adamson
“Just the right amount of guidance in creating valuable and, most importantly, action-orientated strategies.”
Richard Morris, CEO, UK & Ireland, IPG Mediabrands