SERIOUS Selling

Course Description:

SERIOUS™ Selling is an innovative, consultative-based sales training programme with a proven track record of success in the dealing with high value, complex sales. It provides a sales framework to help you:

Build and win bigger deals, Bring business in sooner, Beat your competition!

This course includes the following modules:

Getting SERIOUS

• An introduction to the course, participants and materials

Situational Fluency

• Understanding the Key areas for preparation
• Qualification and its importance at the earliest stages of a sale
• How to be SMART

Engagement

• Identify the people with the authority to make or influence decisions in your favour
• Multi-Level selling
• Selling across the business
• Building a Key Introductory Message

Requirements

• The psychology of why people buy
• The 3 stages of Customer need
• Questioning for results
• The top questioning technique
• Professional Listening

Implications

• The power of Diagnosis
• Advanced questioning skills
• The power of Metrics
• The benefit of Benefits
• Qualifying IN

Objection Handling

• Why Objections are good
• The 3 ?¢‚Äöá®?¨Cs of Objection Handling
• The 3 Golden Rules

Unique

• Differentiation
• Building a Personal Brand
• Winning the Competitive Battle

Success

• The final steps to success
• Understanding a Customers Decision Making Process
• Closing techniques
• The Perfect Plan