|  BUSINESS CHALLENGE
To understand why traditional selling methodologies lead to buyer resistance, and why a consultative approach is required to build the trust, respect and credibility required to win business.
To compete and win in a complex sale today requires more than building strong relationships, more than understanding client needs, and more than selling solutions.
 TARGET AUDIENCE
Today’s successful sales professionals and those who will still be around tomorrow, have a consultative sales process that is based on managing a decision to change and achieving mutual business results. Not only are they trusted advisors for their clients, they are strategists for their own business.
- People who are selling business to business and have a sales situation where any of these factors exist:
- Their product or service is intangible, their solution is custom designed, or their customers do not understand the value of the solution they are provided
- Many decision-makers are involved, up to executive level
- The sale is of high value
- The client has not made this sort of decision before, and the outcome may impact on the performance of the business
- There is a long sales cycle
 LEARNING OUTCOMES
On successful completion of this programme, it is expected you will have the tools to be able to;
- Appreciate the skills top sales professionals use to compete and win
- Use the planning tools required to be organised and efficient
- Formulate a clear consultative selling strategy within a defined process
- Define your value and ensure the customer understands the value
- Prepare and deliver proposals and presentations that get attention
- Open board room doors, and get appointments with the decision-makers
- Use high impact questioning techniques to uncover the real issues affecting a prospect’s business
- Ask and answer the tough questions while maintaining trust, credibility and respect
 PROGRAMME STRUCTURE
This programme is highly practical and participatory with extensive use of exercises and presentations to enable skills practise and development of techniques for immediate application back in the work environment.
 IN-COMPANY OPTION
NZIM will partner with you to deliver a customised programme for your organisation. NZIM partner with some of New Zealand’s leading organisations, to deliver high quality learning programmes, designed to meet specific organisational needs.
 SALES DEVELOPMENT PATHWAY
 Click here for a printable copy of this page
|
