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In sales today, there is not a lot of room for mistakes and mediocre performance. The skills and behaviour in your sales organisation is crucial if you want to win the market and create buying and loyal customers.
Companies that operates with a well-defined sales strategy, that focuses on using predefined sales techniques and tools have a 37% better win-rate than companies who don’t (CSO Insight, 2018). Therefore, the B2C Sales program is designed to perfectly fit each phase of the sales process with the best modules and tools for each step.
The B2C sales program trains your organisation with the best and most cutting-edge tools and techniques. The program will make sure you have the skills needed to challenge and strengthen the impact in the market. All tools and techniques have been tested and adjusted in our cooperation with 1,100+ sales organisations since 2001.
The program is targeted customer centric employees such as salespeople, consultants, advisors etc. and it covers the entire sales process. It is a 12-module program which gives you the tools to build customer relations and create business opportunities.
The effective seller is always well-prepared. These modules help to plan the sales process, prioritise the tasks and define the go-to-market messages.
The successful sale depends on the right mindset, focus and skillset. This module introduces the seller to the 5 basic principles of the successful sale:
Every sale moves through 4 steps. Each step has a number of focus areas that ensure the best customer experience. This module gives a basic understanding of the 4 steps and a clear guide to get through them successfully.
The first step of every sale, is to establish a trusting relation with your client. Learn how to create strong bonds with other people and how to initiate new dialogues.
When you create a strong and trusting relation with your client, the client is more prone to opening up to you. The client will share wishes, needs and honest feedback about the product or service you offer. This module gives a method to create that strong and trusting relation to other people.
The skilled advisor or seller adjust his communication to fit the client. This module practice the skill to identify different communication styles, different motivation patterns and how to adjust your communication to match these.
The seller often has to initiate the dialogue and people asses each other unconsciously and fast. As a seller, you need to make sure you leave a good first impression. This module practices the 4×20 rule that focuses on just that e.g. how you can create a good impression within the first 20 seconds of meeting new people.
Customers are driven by their needs. The sellers most important task is to cover what those needs are and activate any hidden needs in the client. Then the seller can base the counselling and solutions on those needs. The sellers who manage to do so. get the deal.
The basic understanding of client needs is crucial in becoming a trustworthy and skilled seller. This module presents a model for understanding client needs and the basic questioning techniques to do so.
Listening is an acquired skilled. The first step in effective listening is to understand that is an active process, not a passive one. This module practices active and empathetic listening while interacting with other people.
Salespeople need to be able to give clients a feeling of added value while delivering a solid and convincing presentation of the solution. In the solution phase the seller is working on pinpointing the correlation between the need and proposed solution.
Clients are driven by the dividend they get when buying a product or service. The best sellers manage to clearly convey the dividend their solution will give the client. This module practice how a seller can translate features and services to benefits and dividend.
In many sales there is an opportunity to create a better solution for the client by upselling or cross-selling. This module practices the definition of upselling and cross-selling and how to pick up on essential buying signals from the client.
Sale is always measured by the end-result. It is the seller’s responsibility to guide the client all the way through to the final decision – not only winning against competitors, but also making sure that the sale does not end with no decision at all. The closing phase focuses on removing any concerns, process all decisionmakers, negotiate win-win deals and closing the sale.
Every sale meets resistance but remember that objections are actually often a buying signal. If there is a lack of trust, no need at the given time, no rush or no feeling of added value it can slow down the process. This module practices how to deal with objections in a constructive way to ensure momentum.
Negotiation is one of the most important parts of the sales process. This is where both parties need to feel they are making a good deal. Salespeople often meet clients that are skilled negotiators, so their ability to handle a negotiation the right way is crucial. This module practices the negotiation process and presents different tools to ensure the best result.
It is the seller’s responsibility to initiate and make sure that the client makes a decision. This module practices the 3 steps to close a sale and get the final decision.
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