Apply tools to identify customer goals, priorities, and challenges, and tailor solutions to effectively meet their needs.
Target Group: Sales professionals, account managers, business development reps, client service managers, product specialists, customer success managers, and entrepreneurs who seek to understand and address client needs.
Delivery Style: Face-to-face classroom and/or Instructor-led virtual webinar
Duration: Either 1-2 full days or split into 2–3-hour modules delivered over 1-2 weeks
Rationale: Effective sales skills are essential for building strong client relationships and closing deals. This workshop focuses on increasing self-awareness, mastering client interactions, and using tools to tailor solutions to customer needs. By practicing and receiving feedback, delegates refine their approach to achieve better sales outcomes.
COURSE DESCRIPTION
This highly interactive workshop helps delegates enhance their selling style and client relationships. Participants will apply tools to identify customer goals, priorities, and challenges, and tailor solutions to meet their needs. The workshop includes simulations, feedback using the IMPACT Needs Analysis Model, and practice in questioning, listening, presentation, and negotiation.
AIMS
- To improve delegates’ self-awareness of their selling style and skills.
- To enhance the ability to identify customer goals, priorities, and challenges, and tailor solutions accordingly.
LEARNING OUTCOMES
Participants will:
- Assess and enhance their current selling style and approach.
- Utilize tools to identify customer goals, priorities, and challenges, tailoring solutions to meet their needs.
- Apply the IMPACT Needs Analysis Model to better understand and address client requirements.
- Develop and deliver effective presentations, handling questions and objections confidently.
- Adapt their communication style to different client behavioural styles.
- Implement the six rules of negotiation to improve deal outcomes.
- Create actionable plans and opportunity reports for future sales improvements.
LEARNER BENEFITS
Participants will:
- Gain self-awareness of their selling style and areas for improvement.
- Identify and address customer needs effectively using tailored solutions.
- Build stronger client relationships through effective questioning, listening, and communication.
- Enhance presentation skills and handle objections and questions confidently.
- Improve negotiation outcomes by applying proven rules and strategies.
- Develop actionable plans for future sales success and client engagement.
