What will you learn in this course?

The preparation phase

• How does a (potential) client see you?
• The basis of your sales methodology
• Sales versus account management
• From solution selling to consultative selling
• The global conversation structure
• What is the psychological process of a customer during a conversation?
• Which objection areas are there?
• Preparing the sales pitch
• Define your main, partial and reserve objective
• Phasing of conversations into A-B-C blocks

The introduction phase

• The crucial first minutes and the power of a successful opening
• The importance of social talk
• The meeting agenda as a successful opening for the sales call
• The elevator pitch to introduce yourself and your company
• Opportunity analysis: is there business to be done

The informative phase

• PO²V²-formula as a model for needs analysis: from intrinsic to extrinsic need
• Funnel technique: tracing opportunities
• Listening, discovering and responding to the buying motives of your customer
• The difference between rational and irrational conversation management
• Expectations analysis: what proposal does your customer expect and know the purchase conditions

The argumentation phase

• How to make a proposal: offer components
• The 'sellogram' as a proven argumentation technique
• The difference between utility and quality benefits
• USPs as added value
• Training in thinking in benefit terms
• How do you visualize a product or service to support the customer?

The persuasion phase

• The K.I.S.S. principle
• The concept of "pencilsales©" as a technique of persuasion
• How do you maintain dialogue during persuasion?
• Zero-based technique for the top 5 USPs of your product or company
• How do you prepare for purchase objections?
• Rebutting objections and buying objections

The closing phase

• Close the deal: 4 doubts from customers and from ourselvesHow do you detect buying signals?
• 6 techniques for eliciting buying signals
• 2 techniques for responding to buying signals
• How do you turn an objection or resistance into a buying signal?
• The power of professional closing
• No deal: what action do you take?

Supportive communication techniques
Follow-up day after 6 months
Added value selling: application in the sales conversation

• The added value circle: the core of added value selling
• Implementation in the sales process: where and how
• Practicing with a personal case from a mini SWOT analysis