Developing Customer Dialogue - 1 Day
Applicable For: All sales people (minimum 6 months experience)
Overview
This workshop is entirely practical. It’s objective is to help Sales People to develop a meaningful dialogue. In doing so, delegates will learn how to quickly establish what the client’s needs are and how to build a profile of their motivators and aspirations.
The art of great questioning is at the heart of everything that the effective sales person does, however, too often the art of dialogue is forgotten as the sales people become more confident and knowledgeable about their product. In short they rely too much on what they have to say rather than what they need to ask.
In this workshop we will explore in detail how questioning and listening skills can be used not only to identify needs, but also to build rapport with the customer, to increase the customer’s sense of urgency and to uncover problems or concerns that may ultimately derail the sale.
Delegates will learn how to create a detailed process for engaging the customer in a dialogue that feels authentic and natural for both parties and which will position them more effectively to make the sale.
Key Learning
- The art of dialogue
- Selfless questioning vs. selfish questioning
- How to create a detailed question map that will guide you through the questioning process
- Moving beyond open and closed questions
- How to take useful notes
- How to prioritise needs
- How to ask difficult questions about budget and competitors
- How to maintain balance and rapport
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