Tel: 0844 394 8877
Sales Skills > Courses
This programme provides an opportunity for experienced sales people to (a) refresh themselves on the basic sales skills and (b) look in-depth at some of the influencing techniques that expert sales people use to get outstanding results in the context of consultative sales. The programme is based on applying Neuro Linguistic Programming (NLP) techniques to the sales process. It covers five ‘sets’ of communication skills and uses the Boulden sales system known as the Rapport Sales Call structure™. The method places particular emphasis on identifying the factors that affect customer buying decisions and how to influence these factors favourably.
By attending this highly interactive two-day course you will:
Sales people with more than one year’s experience who wish to develop their consultative selling skills to a more advanced level.
The thoughts and attitudes that go on inside the sales person’s head (their state of mind) is crucial to good performance. Here we consider the positive beliefs held by expert sales people. We review the mindset that is associated with efficient and effective selling skills.
One of the most vital tasks in consultative selling is to be able to explain clearly and succinctly to the customer what ‘Value Added’ the sales person is providing them with, and the benefits that they will receive if they accept the salesperson’s proposals.
The ability to influence and persuade is the key competency of expert sales people. Here we cover twenty influencing tools grouped into five ‘sets’ or topics. Mastery of this skills toolbox, which is based on NLP (Neuro Linguistic Programming) concepts, allows the sales professional to conduct face-to-face meetings with elegance and precision.
Building a sense of trust and partnership with clients. Gaining a psychological ‘connection’ with other people.
Paying close attention to the prospect's non-verbal behaviour and tuning in to the underlying message that is being transmitted.
This set of tools is concerned with asking high quality questions that map out precisely the customer or prospect’s needs and requirements.
Building a history of agreement into the conversation so that the other person gets into the habit of agreeing with you. These techniques help to generate a positive tone to the whole of the sales conversation, from the first hello to the final handshake.
Using assertive tools combined with NLP techniques to explore and overcome obstacles that may be put up by a customer when discussing a particular topic or issue.
An initial overview of the Rapport Sales Call Method™ which is a highly efficient process for developing a consultative sales outlook. The method includes; identifying needs, building the motivation to act and getting a commitment to take action.
Before attending a sales meeting it is important to have a clear sense of purpose in mind. For example, is the goal to identify a potential piece of new business, to be asked to prepare a proposal, or to follow up on a quote, or to formally win a contract? So, in common with many other activities, proper planning is a key competency of successful sales professionals.
Looking in-depth at the first two stages in the Rapport Sales Call Method™. This involves setting clear goals, establishing an initial connection and finding out some background information.
Working with logical levels diagrams to identify customer needs and then to build the prospect’s motivation to act to resolve those needs.
Identifying the sequence that the prospect uses to choose between possible providers.
The last two stages of the Rapport sequence cover presenting a solution to the prospect’s needs and asking for a commitment to move forward.
The use of role-plays to practise moving through all seven stages of the Rapport Sales Call Method™ in one session.
Feedback is based upon peer review using a Boulden assessment checklist. Completing the assessment checklists is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up an excellent sales meeting.
To talk to us about our range of courses contact
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877