There may have been a time when the world was a slower and gentler place, and when a sound reputation and technical expertise were enough to guarantee a steady flow of business. But that is the stuff of myth and nostalgia. Things have changed: client expectations have raised competition for business to previously unimagined levels, and a proliferation of products and services makes it difficult for clients to distinguish one supplier from another.
All these changes mean that sales people have new responsibilities. They may still spend much of their time revising and implementing sophisticated solutions for their clients, but providing an excellent service or technical expertise is no longer enough.
- Create a framework for effective new business development
- Making quality contacts – getting organised, company/product positioning, questioning/listening, selling the benefits, handling objections, voicemail strategy, positive approach, closing techniques
- Meeting skills – preparation, objective/agenda setting, first impressions, building rapport, body language, assertiveness
- Effective communication skills – questioning skills, funnel technique, positive/partnership language, using voice to influence
- Gaining customer commitment, including handling difficult customers, delaying tactics, overcoming objections, saying “no” positively