High Touch – Low Pressure Selling Skills

High Touch – Low Pressure Selling – Workshop Overview

The way we sell is changing rapidly. Cold Calling is just not working like it used to. In our connected, tech-savvy world, innovative new technologies, sales tools and strategies are essential to sales success. This cutting edge course not only shows sales executives HOW to sell strategically, it also GIVES them a simple but effective Sales Administration system.  This includes checklists, planning sheets, call records and CRM tools. So whether you are new at selling or a seasoned professional, this workshop is guaranteed to give you an entirely new way to sell effectively and work more smartly.

The workshop covers the following Steps to Selling Strategically;

  1. Personal Preparation – Diary used Correctly, CRM System Set Up, Vehicle Stocked, Checklists Prepared, Features and Benefits Identified, Unique Selling Points Highlighted, Correct Mindset Established.
  2. Strategic Plan Prepared – Market Correctly Segmented, Opposition Studied, Industry Expertise Attained, 80/ 20 Principle Applied, Effort versus Reward Evaluated, Elevator Speech Prepared.
  3. Prospecting Properly – How to do Effective Research, Establishing Reasons to Meet, Knowing their Business before the meeting, What exactly to say to Get the Appointment.
  4. Qualifying Customers – Are we targeting the Decision Taker, Gatekeeper or Influencer? Different Strategies for Each Category. Do they qualify for our Valuable Time?
  5. Uncovering Needs – Using Power Questions to uncover their Needs, Hot Buttons, Present Pain and Buying Signals.
  6. Presenting Solutions – Strategic Presentation Skills and New Negotiation Techniques to Ensure that they will buy from us.
  7. Overcoming Objections – Drawing them out, Overcoming them Effectively, Turning Objections into Closes.
  8. Closing Techniques – Knowing when to Close, Using the 8 Proven Power Closes, Overcoming your Fear of Closing.
  9. Following Up & Getting Referrals – When and How to Effectively ask for and get Quality Referrals (Hot Leads.)