|
How the company presents itself in all of its engagements at every level and with all of its customers and enquirers is of paramount importance.
In an instant, people form impressions and negative impressions picked up by indifference, inference, or intention can be impossible to reverse and costly to redress.
Inside Selling is intended to establish and formalise protocol that will enable sales people who are call centre based to sharpen their skills, confidently improve their contact control and increase their knowledge base and know-how using TPI’s proven core module content.
Programme features
The course covers a comprehensive series of control and contact issues including:
- Sales Call Planning.
- Behavioural Strategies for Trust-based engagement.
- Values based relationship management.
- Aspects of Influence.
- Uncovering the 'Pain Chain'.
- Creating Business Value.
- Moving Up The Food Chain.
- Managing Ego States.
- Making an Impression.
- Building Rapport to Enhance Relationships.
- Organisational Criteria for Trust.
- Negotiation Pathway.
- Negotiation Techniques, Traps & Ploys.
- Executive Presentation.
- World Class Bid Construction.
- Objection Handling.
- The 'Difference That Makes the Difference'.
- Account Planning.
Who should attend?
It is for anyone who has to sell products, solutions or services by phone and for managers and leaders who have involvement in the customer engagement process.
How your organisation benefits
Participants will gain:
- A richer understanding of the customer interface process.
- Tighter control at every stage of the sales cycle.
- Tools and techniques that will enable them to engage with customers and enquirers more successfully and counter objections confidently.
- A broader range of skills to deploy.
- A better understanding of the dynamics of human behaviour enabling increased effectiveness in sales and service interactions.
What is the delivery format?
The following graphic illustrates the workshop process that we adopt as well as the tools that we use to reinforce learning in the workplace. As with all of our solutions the final approach will be precisely tailored to your unique requirements.
 What previous participants have said…
 About Transform People International
| 
