Identify the customers’ desired vision and creating a tailor-made solution.

Context

Excellent customer experience starts with an exceptional buying experience. The foundation of solution selling is built around identifying a need/issue that a customer has, and then agreeing with the sales person on the desired outcome. In addition, the desired outcome must also provide some measurable improvement. A mutually shared answer to a problem allows the salesperson to truly sell a solution, which does in fact
demonstrate measurable improvement.

Main Objectives

The program will introduce the participants to a variety of selling techniques; the program also provides participants with helpful hints to identify potential additional sales and cross-selling sales. The participants will be able to develop these skills and techniques so that they can be implemented immediately back at work. In addition, the program will give participants the tools that will assist in securing a higher conversion of inquiries into bookings. Participants will learn methods that promote sales focused dialogue with their customers.

Program Experiences

• Understanding the customers desired Vision/experience and result
• Understand how sales have changed, its evolution and why
• Changing your customer into an ambassador
• Creating raving fans
• Using context based selling getting to the customers “why” to create the perfect solution
• Establishing “ Suitable solutions" - Solutions that fit
• Understanding the impact of trust on customer relationships

Qualification

This course is designed for sales and MICE sales associates.

Duration

2 Days