One of the institute’s most popular training topics

Session Overview and Purpose

The sales profession has changed dramatically over the last decade. Rather than using manipulation to pressure potential clients to commit to purchasing products and services they do not in truth require, sales professionals now understand that it is far easier, less stressful and more productive for both parties involved to establish a commercial relationship with potential clients based on trust and credibility.
Once a potential client sufficiently trusts a sales professional and is convinced that their best interests are the focus of the presentation, they are more willing to answer questions and honestly disclose their greatest fears, needs, concerns and desires.
This information is invaluable to a sales professional as it provides both presentation and closing direction. A road map to the sale you might say.

How could we possibly attempt to personalise our sales presentation, offer a tailored sales solution or believe we deserve the right to ask for the business, if we are not aware of the precise circumstances our potential client finds themselves in or the specific problem they have that requires a solution from the outset?
In truth, professional sales success is achieved before the sales presentation has even begun through effective sales qualification.
Sales qualification is simply asking the right questions, in the right manner at the right time in order to illicit a desired reaction or behaviour from a potential client, be it verbal, mental or physical.

In short, sales qualification:

• Ensures the establishment of trust and credibility
• Facilitates the identification of the problem
• Provides the basis for the effective presentation of the tailored sales solution
• Ensures that the sales professional earns the right to ask for the business, with
  professional confidence
• Identifies the most effective method to bring about successful closure
  When sales qualification is executed correctly, the client will be compelled to purchase the sales solution from you as opposed to you having to sell them your product or service.

Who Will Benefit

Individuals wishing to improve their ability to positively influence potential and existing clients, team members and third parties to both disclose information and more readily accept business propositions and professional or personal direction, including sales and marketing practitioners, supervisors, managers, company directors and the self-employed.

Outcomes

Participants will be able to:

• Improve their ability to positively influence others to disclose information and more readily accept business propositions and personal and professional direction for mutual benefit.
• Confidently and competently identify the greatest fears, needs, concerns and desires of potential and existing clients, team members and third parties.
• Develop and execute the most effective and time efficient strategy to achieve a predetermined goal or outcome.
• Troubleshoot and overcome obstacles that impede commercial and personal progression.
• Insulate themselves and their organisations against commercial competitors and third parties.
• Coach, mentor and guide others to improve their sales qualification abilities.

Content

• Understanding the sales process and how individuals make purchasing decisions.
• How to establish trust and credibility, the primary factors in influencing others.
• The development, proficient use and benefits of an opening statement.
• How to influence others to disclose their primary needs and concerns.
• Designing an industry specific client question checklist.
• Converting client answer data into sales presentation intelligence and strategy.
• Solution presentation techniques and formulas.
• Closing strategy and troubleshooting.