Advanced Behavioural Capabilities
'THE 'E's OF SELLING'
Fundamental selling skills
'People buy trust first and products second'
(Kerry L Johnson, Selling with NLP)
The above statement is a common belief held by many salespeople. Whilst it may be true, it can also result in those salespeople focussing so much on building trust and relationships that the actual purpose and aim of their sales call gets lost or undermined. When salespeople believe that the "friendship" is more precious than closing the sale their sales can start to spiral downhill!
One top salesperson that we had the pleasure of working with recently commented, "I don't have many friends but I do have a lot of buying customers".
While it is undoubtedly true that in order to sell you must have a good level of interpersonal competence, interpersonal competence is not enough. The most successful salespeople also have a structure to their selling which allows them, under pressure, to know exactly where they are in the selling process and when and how to proceed. Whether to uncover needs, talk about features, advantages and benefits, uncover and handle objections or close the sale.
The 'E's of selling programme:
Whether your salespeople are experienced or brand new, this programme will provide them with some fundamental and practical skills that will enhance their performance. The structure of the call will give sales managers a framework by which they can give feedback and coach their people to gain further consolidation and success.
Contact us now and ask how you can increase your sales people's performance with The 'E's Of Selling
N.B. This programme can be followed up and consolidated with our Mind-to-Mind selling programme which is for more experienced salespeople.
