October 2, 2020
Mastering The Sales Process – Developing a Compelling Proposition (Module 3)
Is your business prepared for the ‘new world’ sales environment? This technical sales series has been created to help participants take a fresh look at the selling process in the context of a new and unknown business backdrop.
Developed by NI Chamber and delivered online by Aidan McGrath at Acumensis, ‘Mastering the Sales Process’ is a set of 5 modules covering every stage in the sales process from developing an effective value proposition and lead generation to understanding your buyer and converting the sale.
‘Mastering the Sales Process’ will be delivered digitally through online presentations and pre reading. Participants will also have access to a document and reports library and a reading list. The programme will be delivered in 5 short, sharp sessions (1.5 hours) weekly over a 5 week period to allow participants to understand the key concepts in a cost and time efficient manner.
Module 3, Developing a Compelling Proposition, will cover:
What is the consultative approach to selling?
- Your role vs your objective
- The correct mindset
Extending your Value Proposition
- Features <> Benefits <> Problems/Needs/Opportunity
Developing the consultative approach to selling
- Questioning skills – turning problems into compelling needs
- The SPECS technique: Situation > Problem > Effect > Cost > Solution
This is one of 5 modules in the Mastering the Sales Process programme. Participants can choose to complete the full course or select individual modules. Discover more about the rest of the modules here.
For more information on this training contact email@example.com
Please read NI Chamber’s booking terms and conditions before registering your place.