Fact Sheet
Mission:
To position sales executives to work with clients as partners. Partnering is a mind set, an attitude that communicates an ability to solve customer problems on a collaborative basis.
Objective:
To teach sales persons the ART OF COLLABORATIVE SELLING™, a process that builds strong, lasting relationships by:
- asking the right questions
- responding to objections
- organizing a presentation based on customer needs
- presenting a message with confidence and clarity
- building trust
Who Participates:
Sales and non-sales personnel, such as:
- Project Managers
- Product Managers
- Account Executives
- Designers
- Account Service Personnel
- Engineers
- Administrative Assistants
- Financial Executives
Program Length:
Two days.
Participants/group:
10 - 12
Skills Acquired:
- Listening
- Probing
- Presentation
- Agendas
- Eye Contact
- Gestures, voice, posture
- Formatting of content
- Handling the unexpected
- Questions
- Disruptions
- Objections
- Using Visual Aids
- Closing the sale
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