Understand the human side of selling, its inner workings and its potential for value creation.
Description
This session will help you understand the importance of selling in your project. Accept that selling is a simple discipline, being simply an exchange to fill a need or desire.
What are we exchanging, what is the value of our offer in the eyes of the customer: real value, perceived or agreed upon?
How to build a value proposition adapted to your prospect?
How to discover the need or the real desire of our prospect?
What are the most effective and meaningful discovery techniques?
How to converse naturally while « controlling » the sale discussion?
How to communicate and align your speech with your contact?
How to start the discussions and move them towards a negotiation, a conclusion and finally, help the client by filling his need or desire.
In short, learn to communicate to convince.
This session will be a transfer of tools and hands-on learning of sales psychology, discovery-based communication techniques (needs or desires), negotiation and conclusion to answer these questions.
About KM&T Inc.
Since its creation in 1998, KM&T’s mission is to assist business leaders in their quest to build and manage world class sales organization. We offer a pragmatic sales guidance approach to improve:
• Strategy and processes
• Talent management/Compensation
• Business Model (Direct/Indirect/e-commerce)
• Sales Conversation (Discovery, Negotiation and Closing)
We provide:
• Conferences/workshops on sales topics
• Advising services for leaders to build or develop their sales organization
• Focused programs to improve sales abilities (ex. Increasing demo winning ratio)
Presenter: André Lavigne