Master customer-focused sales strategies to build trust, personalise experiences, and close deals in today’s competitive market.
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In today’s competitive business landscape, sales professionals face challenges from economic uncertainty, longer sales cycles, and rapid technological changes. Customers are better informed and expect personalised buying experiences tailored to their needs. This programme equips salespeople with the skills to differentiate their products and services, build strong customer relationships, and communicate effectively to drive sales success. Ideal for sales teams aiming to enhance credibility, customer focus, and performance in a complex market environment.
• The Neuroscience of Selling: Understanding the buying and selling experiences.
• The Sales Process: The phases that customers go through during their buying journey.
• Effective Communication: Master techniques for asking quality questions, empathetic listening, and responding to client needs.
• Opening and Concluding: Strategies to open and frame a sales conversation and draw it to a close.
• Capability Statements: Position your organisation in an engaging and compelling way.
• Defining Needs: Exploring current and desired situations to define needs, implications and pay-offs.
• Presenting Solutions: Putting the customer at the centre when presenting your solution.
• Handling Objections: Unpacking, exploring and dealing with questions and overcoming resistance.
• Closing the Sale: Facilitating the buying decision.
Over 25 years’ consulting experience in sales and leadership development. Expertise across industries including finance, technology, healthcare, and manufacturing. Skilled in learning strategy and tailored program design for impactful training. Passionate about helping leaders and teams unlock their full potential. Combines innovative techniques with proven methods for sustainable growth. Former Regional Head of Leadership and Management Practice at a global consultancy. Founder of Crackerjack, focused on empowering leaders and high-performing teams.
