Market conditions have changed. Logically, this change requires specially adjusted sales techniques to differentiate your company from the competition for your existing and new customers. LISS has developed an innovative concept to enable your sales team to address these challenges effectively. By combining Solution Selling with both Provocative Selling and Social Selling, your sales staff will manage to get considerably more out of any business customer contact.
Can you tell the 5 differences between Provocative Selling and Solution Selling?
Simply stated:
- Solution Selling = respond to what keeps the prospect attuned (Situation: ‘What is’)
- Provocative Selling = respond to what should keep the prospect attuned (Situation: ‘What if’)
What is the added value of Social Selling?
Do you have a profile on LinkedIn? If not, it is important that you set up an account, because also your customers use social media. You can apply the information in your profile perfectly to enhance the effectiveness of your prospecting calls and sales meetings. Some of that information is invaluable, but how do you purposefully use it without antagonizing your prospect? How can you use online company information optimally? LISS will gladly enlighten you.
Who is it for? For you!
- Sales Professionals
- Account Managers
- Sales Managers
- Technical Commercial Staff
Topics included in this training:
- Market changes require a new approach: from Product Selling to Solution Selling, Provocative Selling and Social Selling
- Make appointments by phone easier and improve prospecting
- Strategic needs assessment so that you can increase your impact
- Create needs and uncover real challenges and competitive opportunities
- Customer oriented arguing and demonstrating
- Avoid the ‘commodity’ pitfall and price negotiations
- Comfortable and successful closing
Would you like more information or a tailor-made training for your team?
Call Liesbeth Huysmans at +32 (0)475 54 52 48 or mail Liesbeth.Huysmans@liss.cc
Tip:
LISS also organises an open training about this topic.
