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High Probability Sales

Learn the principles of Competitve and High Probability Sales that will give the seller the best chance of winning the business.

SELLING WITH A GREAT PROBABILITY OF SUCCESS

COMPETITIVE SELLING

Programme of best practice in selling in today’s markets.

This course provides even the most experienced salespeople with a refreshing new view. Talk to our clients and see how they have used this course to out-think, out- manoeuvre and out-sell the competition.

Qualify and client targeting:
What and who are our ideal market and clients?
Can we win the business?
Do we want to work with this company?

We learn about the six types of influencers’ typically found in business today.

The Company: Learn enough to ask intelligent questions and sound competent at the first meeting. What to look for – How to find it – Questions to ask to impress.

How best to target individuals, Introduction to an important influencer via referral.

Find out who the other Influencers are in the targeted company.

Alignment politically to the power base in the company. In most businesses there are two, three or four people (not all top directors) that control the whole one way or another. Learn how to find these people out quickly. We concentrate on this PowerBase to get better results.

Problem hunt: Find the important issues in the prospects business today, we learn how to use TURN the Sales Questioning Technique.

Play their game:
How best to develop the sales opportunity.
Add proven value into your solution.

Strategies of Approach:
Direct frontal / Indirect / Niche specialist.
Knowing & Engaging the Competition.
Divide & Conquer.

Working from a position of strength.
Find that Gap / weakness of the enemy to defeat him / Work in the Gap.

R.O.I.: (Return on Investment) case studies, investment calculators, and all the proof and testing they might want.

We progress the sale with questions that win commitments and gain results. Four ways to close the sale according to the clients personality.

For our email pack on this course returned directly to you including agenda and four page course info. please email your interest.

Contact J. H. Training Services