Selling for Non-Sales People

There are many instances when a ‘sales support person’, usually involved in the implementation or delivery of a product or service, can have significant influence on the level of present and future business from that client. In fact non-sales people probably generate more trust and future business in just these situations.

The time to promote added value services and products is at the point when the client has just had a successful installation or completion of one project or are talking with a ‘technical’ person they feel they trust.

Your support people also need to understand the influencers involved. They have easier access to the ‘insider’ information the sales approach needs, and need the ‘commercial skills’ to ask the right questions to gain further business opportunities and close them or feed them to their colleagues to secure more added business.


Agenda

- 09:30 — Workshop Start: Introduction and overview of the day's activities.
- 10:00 — Building Rapport: Gain rapport fast using verbal and non-verbal communication either on the telephone or face to face.
- 11:00 — Technical Credibility: Using technical credibility as a sales tool.
- 12:00 — Understanding Client Needs: Identifying your clients values and motivators to buy.
- 13:00 — Lunch Break: An opportunity to network and refresh.
- 14:00 — Powerful Questions: Powerful questions to help your client become clear on the right solution, your solution.
- 15:00 — Objections and Commitment: Objections and questions - how to answer them to help the sales process.
- 16:00 — Workshop End: Summary and closing remarks.


What's included

- Refreshments provided
- Workshop materials
- Networking opportunities


What to bring

- Notebook and pen
- Business cards for networking


Speakers

Charles Barnascone — Facilitator
An expert in sales strategies with a passion for helping non-sales people excel in their roles.


Who this is for

Established enterprises located in Derby, Derbyshire, Nottingham and Nottinghamshire.