Getting to Yes!
Fundamental Skills Training for Working in a Consultative Environment
A specialist program designed for people needing to help others get results
Purpose:
Attendees complete this program understanding the basics of selling and knowing how to run a great meeting
Course Features:
- A detailed study of the way people and organisations buy
- The 'buying cycle' and the associated 'sales cycle'
- Study of each area of the selling process
- Role plays of realistic situations
- Effective joint meetings: the role of the salesperson and the specialist
- Issue handling techniques
- Issue clinic
- The skills and context of 'Getting to Yes'
Takeaway Skills:
Understanding and practice in:
- The basic sales process/cycle
- The role staff can play in finding new opportunities
- Customer interaction techniques as part of the 'Yes' cycle
- Profiling needs and requirements and matching these to your solutions
- Clarifying and overcoming issues
- Articulating solution benefits from the client perspective
- The structure and implementation of effective 'Yes' meetings
- The use of the Meeting Planner
- The use of the Meeting Evaluation Worksheet
Course Emphasis:
- Supporting the 'Yes' process
- Performing in a joint meeting or presentation
- Handling issues professionally
- Agreeing - furthering the business to completion
Audience:
Staff trying to get to 'Yes' in any situation
Prerequisites:
A need to understand, assist and/or execute the 'Yes' process
Duration: 2 days
»Download a PDF document about this course here
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