Strategic Selling
AUDIENCE: Advanced level sales personnel who do proactive prospecting, manage high value relationships, and/or work within a long selling cycle.
LENGTH: 1 or 3 days, depending on prior course attendance.
PURPOSE: The objectives of this conference are to prepare participants to gain access to target prospects, to profile clients to identify their best sales opportunities, to develop objectives and specific sales plans for their sales calls and best client relationships, to establish a competitive difference, and to manage movement of prospects through a multi-call sales cycle.
Participants will be able to:
- Demonstrate use of fundamental selling skills such as gaining appointments, establishing rapport, selling benefits, using questions, preventing and overcoming resistance, and moving prospects to action
- Adapt their selling style to the needs of their clients
- Develop a unique selling proposition for each prospect to establish a competitive difference
- Target their best sales opportunities based on potential and probability of buying
- Gain access to target prospects
- Manage their sales time effectively for better sales productivity
- Develop goals and strategies for growing the best client relationships
- Profile clients and coach them to full use of the bank's products
- Implement appropriate sales tactics and strategies at each step in the sales cycle
- Establish appropriate client action objectives for their sales calls
Methodology:
Our consultants will conduct one conference, and your in-house trainers will conduct these conferences as needed for additional sales personnel.