Course description
Performance Selling
Further develop sales skills and apply a consultative, structured approach to your client conversations
Designed to build upon the skills, knowledge and experience already gained in a sales environment. It delivers a modern sales methodology and an innovative questioning model that demonstrates the benefits of understanding personal impact and buyer motivation.
Designed to be interactive, insightful and practical, this workshop will develop sales capability and add structure and advanced techniques to your sales process.
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Suitability - Who should attend?
Target audience
This course is designed for sales professionals who have understand a sales process and would benefit from more structure to refine and enhance their approach. Suitable for all sales people in all industries and sectors.
Outcome / Qualification etc.
Training objectives
- To examine individual effectiveness and impact
- To introduce an innovative questioning tool to identify and develop opportunities
- To provide a forum to apply training content using sales simulation exercises
Training Course Content
- The principle of marginal gains
- Behaviours of the best
- Developing self-awareness
- Understanding and working with buyers
- Enhancing the structured sales process
- Personal strategic planning and preparation
- Delivering an impact opening
- Creating lasting first impressions
- DRIIIL questioning model
- Uncovering explicit and implicit needs and pains
- Delivering value-driven solutions
- Influencing the relationship
- Dealing with resistance
- Closing for commitment
Reviews
Average rating 5
very informative, learnt a lot and i thought the trainer explained everything and ran the course brilliantly
Victoria used stories and insights to bring the models to life. It was clear how they would be applicable to sales scenarios. Enjoyed the training over the 2 days.
Great advice across varying parts of sales, I felt although I am not focused on sales its given me more confidence in commercial conversations.