Participant Profile

Managers involved in the process of
sales

Objective

Learning the basic selling techniques
by focusing on customer needs
Satisfying needs by product/service
benefits
Requiring deep understanding of
customer motivations and challenges
Becoming a solution expert in the
customer´s mind
Selling value performance

Outline

Need satisfaction selling process
Probing to uncover needs
Supporting by offering benefits for
satisfying needs
Closing to gain commitment
Response to client’s behaviours
Handling customers attitudes
Scepticism, objection, indifference
Value selling
Creating values for the customers
Increase customers perception of
added values

Method

Interactive exercises, role plays,
video analysis

Duration: 3 days