READ1110 – Professional Sales Certificate: Value Based Process Development – 19FLO(1)

Description

This 24-hour program is designed to help move participants from a transactional sale—in which features and benefits are presented with little or no regard for the specific needs of the customer/prospective customer—to a solution-based sale—in which a salesperson engages the customer/prospective customer in a conversation. The purpose of this conversation is to determine the specific needs of the customer/prospective customer prior to presenting the salesperson’s products and services as a solution to the needs discovered.

Who should attend?

Senior management responsible for profitable sales and growth
Sales professionals
First line managers of sales professionals
Sales trainees
Individuals who impact or support sales professionals

What can you do immediately after the course?

Understand the steps of a solution-based sales process and proper execution of these steps
Establish credibility with people you are meeting for the first time
Help people to see the value of spending time with you
Engage people in conversations which are important to them
Identify problems to which you can provide solutions
Package your products and services as solutions to the problems that you identify
Gain commitment to implement your solution

Most effective sales training is designed change behavior. We have found two things critical for the sales training to affect change:

• The full support and involvement of management
• Follow up to ensure proper implementation of the techniques that are being learnedBased on these findings, we recommend that managers of the sales professionals taking the course attend the training, also. This will help to develop a culture of Solution-Based Sales within a company, plus work to ensure proper implementation of the techniques that are learned.

   

  Price:

  $3,000

   

  Click here to register