Selling from the buyer’s perspective

Written By Kathryn White

The term ‘sales’ may have an aggressive or pushy connotation and it is important for buyers to develop a knowledgeable approach to salespeople .

Traditional selling methods were all about ‘pushing’ the product, regardless of buyer needs. The modern approach to selling is about being a facilitator of relationships. Salespeople aim build rapport with the client, understand their needs and identify the appropriate solutions that the company can offer. The process of selling is influencing not telling, and the buyer must ensure they make logical decisions based on useful and factual information.

Learning Objectives

By the end of course, delegates will know how sales people:

  • Open the sale and build rapport with clients

  • Use interviewing methods for identifying needs

  • Present products and services effectively

  • Communicate costs

  • Use influence skills that work

  • Handle questions and objections

  • Close the sale

  • Manage the ongoing relationship

  • Undertake Service recovery

Key Topics

  • Redefining the role of sales as part of the manager’s function

  • Understanding the buying cycle

  • Focusing on the client’s expectations

  • The four influencing styles

  • Questioning skills

  • Presentation skills

  • Closing techniques

  • Moments of truth in service delivery

Duration

1 day in class or online (6 hours)

 
Kathryn White
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