- Critical Elements of Customer Service
This two-day workshop is aimed at participants who are in the customer service field and want to improve their knowledge of customer service basics. Participants will examine customer service skills that include organization, communication, and personal motivation. This workshop also covers customer service as a process that includes greeting, listening, questioning, responding, and resolving. - Overcoming Objections to Nail the Sale
In this session, we will discuss ways that participants can build credibility including first impressions, appearance, demonstrations, and testimonials. We will then discuss how to handle the competition related to offering similar products and services. Students will learn how to ask good questions, listen effectively, and how to handle objections. They will learn to be aware of surroundings to better understand specific circumstances and situations. The class will also explore how to deal with customer complaints and how these experiences can actually make anyone a better salesperson. Students will learn how to address pricing, teamwork buying signals, and closing a sale. - Selling the Real Value of Your Solution
Successful sales today require different skills, methods and approaches to break through the budget concerns, fear and uncertainty created by the recession. Today, the effective salesperson must fully understand the critical business needs of the prospect. Then, he or she must build and demonstrate true business value to the decision maker(s) and present a compelling business case showing bottom line return on investment. Value-based negotiation techniques should then be used to close the business - quickly and profitably.
Since most people involved in the sales process learn best by doing, this modular workshop is highly interactive. Throughout each of the four modules, participants will have opportunities to practice and apply the concepts covered in the workshop. Application exercises will be used to reinforce and support use of the concepts in the real world between workshop sessions (when offered in 2 ˝ day sessions) and at the end of the program.
Workshop Format
The modular 2 session format will allow participants to complete a series of Application Exercises between the two sessions to practice using the techniques learned in the workshop – for feedback and review in the second session.Registration Information
Investment of $1,295/person for the complete program. Special pricing is available for organizations with 3 or more attendees. - Solution Selling
Solution Selling® Sales Execution is a client-focused sales process in which the selling activities involve direct contact with prospective buyers. It helps salespeople identify a prospective buyer's business problem within an opportunity and lead the buyer to self-conclusion of how they can solve the problem utilizing the salesperson's capabilities and the value of doing so - thus leading to a "solution". The 2.5 day Solution Selling Sales Execution workshop uses a collection of methods that includes tools, job aids, techniques, and procedures that help sales professionals align selling activities to the steps of various participants in the buyer organization’s process. Participants will receive:- Participant workbook
- Solution Selling eLearning access for 1 year
- Relevant job aid templates
- Program exercises and application material
- Certificate of completion
This workshop is available for private and customized training sessions, either at your facility or at an ExecuTrain facility near you. Contact your Account Manager for more information.