Sales Excellence

Sales Excellence

Successful selling requires the mastering of certain selling skills, developing self-confidence and projecting a pleasing personality. In this course we will take a look at the following essential skills: SPIN selling, used to uncover potential customer needs by asking Situation, Problem, Implication and Need-Payoff Questions Projecting a likeable persona Following up on leads Closing the sale Goal setting and motivation Handling complaints and difficult customers Retaining clients Sales Excellence teaches the delegate to apply current knowledge using new methodologies, focusing on:...

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Negotiation Skills

Negotiation Skills

Negotiating and Influencing are everyday activities that take place in both our professional and personal lives. A negotiation takes place any time two or more people are communicating, and at least one of them has a goal in mind. As Dr Chester Karrass, a leading expert in Negotiation says, “In business, you don’t get what you deserve, you get what you negotiate.” The lack of negotiation skills results in the lack of success many people experience in getting what they want and need, both in their private lives and at work. Principled Negotiation is the process of achieving...

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