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The First Steps in Selling    Back

RiverRhee Consulting Course Type: Short courses (CPD) Start Date: To be announced
Duration: Full time - 1 Day

Description

The First Steps in Selling is a unique opportunity to gain the skills and confidence for achieving a diagnostic approach to sales.

The course is targeted at business developers and scientists responsible for negotiating sales for their company’s products and services with new and existing clients – with little or no formal training in selling.  Diagnostic selling is a proven holistic approach to sales that focuses on understanding your client’s requirements and how best to address them. The approach aims to build a strong and lasting relationship between supplier and customer, founded on mutual trust and understanding.


The course covers: 

 • What is the diagnostic approach to sales? 
 • The world in which we sell 
 • The Decision Challenge 
 • The Psychology of Change 
 • Diagnosis of need and determining the ‘Cost of the Problem’ 
 • Communication skills - Listening deeply, affecting change 
 • Design and delivery of your solution 
 • Handling the competition 
 • Closing the sale 

The course is highly interactive and will involve discussion, individual and group exercises. 

Target Audience: Business developers and scientists responsible for negotiating sales for their company’s products and services with new and existing clients – with little or no formal training in selling.

 

Learning Outcomes

Objectives: The course will equip participants with the essential skills and confidence for achieving a diagnostic approach to sales.

Course Provider Details

Course contact information

Ms Elisabeth Goodman
Owner and Principal Consultant
elisabeth@riverrhee.com
Last update: 05/09/2017
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