Overview
In this ever increasing VUCA world, Sales and other client-facing teams cannot simply rely on old models. A mindset shift towards consultation is required to allow for better rapport and relationship with clients, and identifying needs before they are apparent. This extensive training program gives delegates the tools they need to develop relationships, identify and fulfill needs, and counter the challenges of constant change.
• Understand how to capture the interest of conversation partners without relying on heavy planning
• Study the brain-based processes in persuasion based on David Rock’s SCARF Model
• Discover and define their own values and values of the conversation partner
• Explore and better understand multiple contexts of interpersonal dynamics
• Understand how to actively listen while connecting and justifying their wants to the wants of the conversation partner
• Explore questioning types and their purposes to explore and relieve ‘pain points’
• Gain Applied Improvisation tools to develop the skills and confidence to improvise successful persuasive conversations
• Practice the Tools to improve their ability to influence naturally and persuade confidently
• Commit to accountability partnerships to keep practicing and developing the skills
Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making this interest concrete – something that merits spending some of their hard-earned money.
This course will give participants a basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale.
ClarkMorgan’s program is designed to transform sales professionals from “demand meeting selling” to “creating demand through insight selling” and focuses on adding real value to clients.
Value-added sales-people identify sales opportunities in the industry, then sell the application that best fits the client’s situation. They also know how to sell to each type of buyer based on their personality and background.
As a sales professional, do you focus on your product, your business, and your numbers; or do you focus on your customer’s business, numbers and challenges?
With the market becoming more competitive and complex, the consultative sales process will be vital in understanding your customers needs more effectively.
This will provide your leads with value and make it all about them, which is a key step in winning businesses. In ClarkMorgan’s consultative selling training, we help trainees not only change in mindset from normal sales to consultative selling but to equip them with the consultative selling process and skills.
As a vital resource for the survival and development of enterprises, large customers have become the main battlefield of competition among enterprises.
Today, under the impact of VUCA, the long sales process, complicated interpersonal relationships, uncontrollable competitors, and tangled benefits distribution… all make key customer sales increasingly difficult.
Therefore, it is particularly important to see clearly the needs and situations of customers, how to use simple and clear methods and tools to promote the sales process, and how to respond to changes in the sales process with the correct strategies and ideas.
The challenge of managing a sales force is growing ever more difficult as managers are responsible for managing team members across multiple cities, countries and regions.
Today, your team could be located across Shanghai, Singapore and Sydney, with a huge variation of personalities between them.
This course aims to prepare new team leaders and managers of global sales forces.
This 4-day program equips sales (who are advanced in NLP’s core skills) with the ability to create powerful change and breakthroughs for those who are important to them.
The program focuses heavily on practice over theory, with more time spent on experiencing and delivering the techniques.
People learn and practice the art of negotiation from the time they are young children. In business, negotiation can make or break your company.
Making the best deal possible is especially critical in tough economic times. By following several tips, your business can effectively apply negotiating skills in many situations to tighten your bottom line.
