Specific Proposal Selling Skills

Who should attend: All personnel who are involved in direct and indirect interface or contact with customers and clients; this does not just mean customer-facing account managers, but also includes sales support, trade and customer management and other ‘support’ functions.

The event is practical and built around exercises and role-plays. The learning is applied to client’s own real-life examples on the program to demonstrate application.
Our unique approach to selling through our Specific Proposal Selling technique empowers and encourages delegates to take control of their meeting, to get to the real purpose of the meeting – the ‘Line in the Sand’ – and make their Specific Proposal. Backed with a clear Customer Commercial Benefit this process puts delegates in control of their selling meeting.

Modules:

• The Specific Proposal Selling process
• Communication skills and responses
• Questioning and listening skills
• Creating an open environment
• Understanding customer needs
• Features versus benefits
• Financial measures in selling
• Building the commercial benefits of the proposal
• Structuring clear and concise presentations
• Making a Specific Proposal
• Closing the sale
• Handling customer objections
• Exercise: Bringing it all together.