High Efficiency Selling

The High Efficiency Selling Skills workshop provides sales representatives with the skills and knowledge to sell more effectively. We teach that selling is a communication process based upon a mutual partnership and trust. Sales representatives learn the process of developing an effective sales relationship, and how to guide prospects through the sales process to closure.

1. STEP ONE: OPEN/QUALIFY – Establishing commonality and building trust
2. STEP TWO: INTERVIEW

a. LEARNING - about the prospect’s status quo, beliefs and thinking.
b. UNDERSTANDING – Turning information into knowledge
c. VERIFICATION – Having your recommendation “righted”.

3. STEP THREE: PRESENTATION – Positioning and shaping the product/service to meet the prospect’s objectives
4. STEP FOUR: CLOSE – Securing commitment, the result of handling the prior steps properly – a natural outgrowth of the four step process

Participants learn that the objective of each step of the sales conversation is to get to the next step in order to advance the sale; each step is dependent on the completion of the prior step successfully. For example, if rapport is not established with a prospect, they will not answer questions. In addition, a presentation will not close if the right information is not obtained.

Sales representatives learn the techniques and methodologies they can use throughout the entire sales conversation and cycle to win new business and penetrate existing accounts. We place a strong emphasis on the following areas:

1. Interviewing – determining past experiences, present requirements, and future objectives.
2. Sales Strategies – developing an effective plan to get to the ‘next step’.
3. Sales Coach/Practice – ensuring that the High Efficiency Selling Skills are transferred to the actual sales environment.

Call us: +353 1 6177890
Email: sales@dei-sales.ie