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Influence Skills for Sales Professionals
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Your job requires in-depth knowledge of your product and client, and familiarity with sales techniques.
But is that enough to close a sale? Not always. What's missing? Personal influence skills. You can
learn to quickly identify the influence styles of others and adapt your own personal style and approach to help you best address the situation and the client. The flexibility to adapt to the situation is the key to uncovering critical information about the buyer's needs, making appropriate recommendation statements, and advancing and closing the sale.
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During this two to three-day learning experience, participants will learn and practice:
| • | Using influence styles to advance sales
| | • | Uncovering functional and personal needs
| | • | The five-step sales call planning process
| | • | Managing difficult selling situations
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Account Managers will be able to:
| • | Manage the sales cycle
| | • | Utilize a wide range of influence styles
| | • | Choose the best influence style to use at any point during the sales cycle
| | • | Create a sales call action plan
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