Catalyst HRD Ltd

T: 01425 402025
E: enquiries@catalysthrd.co.uk

Selling Business Solutions	2 Day Course

Course Objectives:

To enable individuals to: recognise that customers do not like being 'sold to' appreciate the advantages of an in-depth consultation uncover the customer's needs recognise the capabilities needed by the customer generate requirements for additional functionality prove that your organisation has the ability to deliver understand how your solution can improve/increase the customer's 'bottom line' use persuasive communication skills maximise opportunities for increased business help the customer justify their investment

Course details:

	The differences between selling and consulting understanding the customer's perspective the qualities of an effective consultant Creating a corporate buying vision where the buyer: - knows the capabilities they need - thinks they know the capabilities they need - has no vision of the solution Assessing the buyer's requirements analysing the problem understanding the customer's corporate goals the impact of their lack of capability the implications of their lack of functionality establishing the reasons for their problem empathetic listening the capabilities of your solution identifying buying motives confirming requirements Proving your organisation's capabilities using persuasive communication skills confirming customer needs offering alternatives presenting to persuade relating customer's requirements to your organisation's products and services emphasising benefits, advantages and USP's using testimonials Justifying the value of your solution explaining the benefits to their organisation of increased/improved functionality allaying customer's anxieties Managing expectations agreeing success criteria addressing objections recognising opportunities preventing problems

Tailoring the Course Content:

Catalyst will endeavour, with your help and approval, to tailor the course content as much as possible. We can do this by:

Incorporating your organisation's documentation
Referring to your organisation's policies, guides and procedures
Agreeing pre-course and post-course work
Tailoring exercises and the course manual to suit your requirements

For further details on how Catalyst can tailor your course see Tailored Courses.

Facilitation:

This course provides a model that can be used to sell complex business solutions. The model is broken down into easily understandable segments and delegates practice how to maximise sales opportunities, at all stages of the process. They are given some pre-course preparation so that they can practice applying the model in their own industry/market sector. The course culminates in a challenging exercise where CCTV is used to analyse their abilities and demonstrate the advantages of an in-depth consultation.

Who should attend?:

This course is intended for sales people and sales support staff. Eg technicians, programmers, engineers and designers involved in selling complex goods and services.