Question-Based Selling Techniques – 4 ore

Question-Based Selling Techniques – 4 ore

da: 120,00

Question-based Selling Techniques will focus on using Case Studies to define and sell services. It will provide an interactive forum to practise open-ended questioning to help build confidence in dealing with the blocks and set-backs met in everyday Business Development.

Speaker Julian Lews

Format  Date

Interactive webinar : 4 hours
New dates starting in october!

Attendees

Webinar: 15 people

Targets

Sales Managers and Executives, Account Managers, graduates/ master graduates/ professionals beginning a career in Sales and Marketing.

*An intermediate level of English is required.

Concept & Goals

Question-based Selling Techniques will focus on using Case Studies to define and sell services. It will provide an interactive forum to practise open-ended questioning to help build confidence in dealing with the blocks and set-backs met in everyday Business Development.

Content

  • Defining your service offering using Case Studies;
  •  Unique Selling Points (USPs) and competing on quality rather than price.
  • Open-ended questioning to find out if there is an opportunity. Learning to formulate and then practising and drilling targeted questions for phone and face-to-face selling.
  • Beating the Blocker and passing the Gatekeeper.
  •  Flashcards group work to practise these techniques in a simulated pressured situation.
  • Cold-calling, email outreach. Hands-on experience;
  • A practical approach and examples – including role-playing and flashcards – of picking up the telephone and making contact. As well as rekindling ‘dormant’ contacts and clients.
  •  Follow-up;
  • Effective follow up on sent offers, including unsuccessful offers. Techniques for developing timely and successful follow-up to improve conversion rate

Certification

At the end of the course a certificate of participation will be issued
SCARICA LA BROCHURE

Informazioni aggiuntive

Prezzo

PROMO 2020, Membro AIIC o Ass. di categoria partner G2E

Recensioni

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