Sales Foundation Programme

• Introduction of the 6 Point Plan as an overall framework

• The positive behavioural style required for effective application of core selling skills

• What is involved in opening the meeting? Starting to build the relationship, agreeing the agenda, initial positioning of your company

• Finding out about the customer and their needs using a 6 stage model

• Understanding customer interests and motives based on "SIIS" - save, increase, improve, solve

• How to adapt behavioural styles to meet customer style, to develop positive relationships

• Analysis and planning once needs have been identified. Analysis of need / feature motives, competitor comparisons, SWOT, objectives and action plans

• Presenting solutions in customer benefit terms

• Handling concerns and objections by applying response -v- reaction concept

• Gaining commitment in an on-going building block basis