Objective:
In today’s competitive market potential clients are more sophisticated, more knowledgeable, less loyal and more cautious. At the same time expectations are high for everybody involved into complex sales processes.
This highly interactive course looks at the human dynamics that shape your organisation’s client interface providing all the core competencies needed for effective customer focused selling, with special emphasis on client visits.
After attending this course, participants will have the ability to understand how to put their clients first in an increasingly technology-driven working environment and how to align the way they sell with the ways their customers want to buy.

Agenda:
Account planning
-   Knowing who you want to work with is the first step in account planning
-   Here we look at the boardroom selling workbook

Booking the visit
-  When would you book a visit?
-  Selling the client on a visit

Planning the visit
-  Good preparation is crucial if you are to achieve the ideal win/win outcome
-  Know your objectives

The agenda
-  Them
-  The project
-  You
-  The solution
-  Case studies
-  Agree action

Needs analysis – the fact find
-  This is the first rule of selling-establish the need. No need- No deal

You-the solution provider
-  Matching your solution to the clients problem

The benefits of using case studies
-  We will write a ‘real case study’ that you can use on your next visit

Agreeing action and decision making
-  Agreeing action is more than simply closing. This is about obtaining commitment.

This course is designed for new and experienced recruiters

Please contact Seal RTS +44(0)1491 845 555 or  This e-mail address is being protected from spambots. You need JavaScript enabled to view it  if you have any questions about this course.