|
|
 |
COLLABORATIVE SELLING
Your sales
people will learn the differentiation strategies that will give them
a competitive advantage in the marketplace; how to become partners
with your customers rather than relying on "One-Shot" sales. Your
team will learn how to sell value to your prospective clients rather
than price, and how to excel in today's highly competitive arena by
creating and maintaining long-term, customer relationships.
Collaborative Selling
is essential for all levels of sales professionals. Because today's
customer is more sophisticated and better educated, no one on your
sales team can ever afford to stop learning.
No matter what your business, we will custom-tailor this program to
your organization's specific selling situations. Don't settle for a
"canned" sales program when you can get a customized program
designed especially for your company, people, products and markets.
What
will the participants learn?
-
How to
position themselves and your company as long-term strategic
partners
-
How to
identify and articulate their competitive advantages
-
How to
identify the buyer's behavior style and respond appropriately
-
How to
ask the questions that win the sale
-
How to
get the customer to "buy-in" right from the start
-
Methods for identifying both personal wins and business results
their customers want and are willing pay for
-
Listening skills that ensure they hear everything the client is
and isn't saying
-
How to
collaborate with the customer to create the best solution for
their situation
-
How
speaking "benefit language" will enhance the collaborative
process
-
How to
service the sale, expand the relationship and penetrate the
account
What are the key elements?
-
Strategic positioning
-
Knowing how to differentiate your company and products or
services quickly in the minds of your customer
-
Understanding the shifting relationships in today's marketplace
- away from suppliers and vendors - towards strategic alliances
and partnerships
-
Understanding value marketing: the marriage of customer service,
quality, sales excellence, product knowledge and financial
problems solving
-
Knowing how to win the trust of buyers early in the process so
they can obtain the information needed in a completed sale
-
Understanding of how and why buyers make a decision about their
type of product or service
-
Knowing how to deal with cross-functional teams and multiple
buyers
-
Incorporating creative applications for products and services to
solve problems
-
Understanding the technological revolution that has changed
customer's expectations about quality, speed, communication and
customer service
Call us at 813.989.9900 for more information.
|
|
