Business to Consumer Sales Course

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Duration: 1 Day

"Thanks John. I sold two houses to people at the weekend following the course. Normally I would have assessed their need for so much detail as 'tyre kickers'. I didn't and they bought!"

Margaret Allen, Sales negotiator

Course Overview

This course was designed for sales negotiators within the house building sector.

Course Objectives

• To understand and practise good customer relationship techniques
• To use effective questioning strategies
• To close contracts more effectively and to the mutual benefit of all concerned
• To know how to qualify 'in' and 'out' clients effectively
• To know how to progress a sale through commitment
• To develop a toolkit of strategies to become a more effective sales person

Course Agenda

Client relationship management What do we need to know & why? Role-play to practise how to get it
Coffee
Questioning techniques Importance of listening skills Identifying open & closed questions Brainstorm purposes & pitfalls Dangerous questioning styles SPIN selling questioning technique Presentation 2 groups to identify two of four techniques each Play SPIN game 2 groups plan questions for role-play Role play with trainer to get all the required information
Lunch
Qualification What is it , what does it do for us and how is it important? Create a sales tool by analysing recent sales situations and creating qualification criteria Using the qualification criteria identify the questions we need to ask to qualify a client 'in' What 'holding pattern' can we establish for those who are not ready to buy yet? Next steps
Coffee
Progressing the sale through commitment The decision-making process Examples of commitment from you and the customer Negative reversing – what it is, how to use it, possible dangers & creating specific examples Asking for commitment – how and when to do it.
Personal actions and course evaluation