Selling Skills & Negotiating Skills

Selling skills and negotiating involve strategy and psychology. To generate repeat business and create loyal customers, the best salespeople focus more on the customer’s needs than on their own solutions (UB4me). Consistent client focus and a keen ability to understand the prospect’s situation builds the best rapport possible. These qualities make it so that what you sell will be viewed less as a commodity, and that your negotiations will less focused on price.

Selling Skills ► Into ActionSelling Skills

an eight-hour learning session for up to 20 delegates


Selling Skills ► Into Action is an activity-based program designed to get sales people to use a UB4me, client-centric approach. It provides an organized process for delegates to be able to Ask, Listen, and Solve for their prospects.

Participants will be able to:

  • Efficiently discover and connect with viable, qualified prospects;
  • Demonstrate expertise by conducting effective pre-approach prospect research to gain a complete understanding of the situation;
  • Ask appropriate, open-ended questions to get valuable information; and
  • Present the most effective solution(s) that respond completely to the prospect’s situation and needs.

BRING THIS LEARNING SESSION TO MY ORGANISATION

Negotiating Skills ► Into ActionNegotiating Skills Training

an eight-hour learning session for up to 20 delegates


In the Negotiating Skills ► Into Action session, participants learn to use a collaborative approach to negotiation. When a problem-solving mindset is used in negotiation, both sides are able to walk away with something closer to their needs. Delegates also learn how to identify each side’s position and go further to understand actual needs. The programme is a highly interactive, exercise and role-play based series that fosters immediately usable skills.

Participants will be able to:

  • Learn about and identify their and others’ negotiating style, and use the information to work well with diversity of style;
  • Understand and prepare effectively for the collaborative negotiation process;
  • Negotiate to, and create, solutions that meet each side’s underlying interests.

BRING THIS LEARNING SESSION TO MY ORGANISATION

Sales Presentation Skills
Sales Presentation Skills

an eight-hour learning session for up to 6 delegates


Sales Presentation Skills uses the Improving Communications “Ask, Listen, Solve” approach to move customers to the best answer for them. The goal is to get customers to look at their existing, or “as is” situation and see that they have a need for something better, the “should be” solution.

By uncovering need and presenting the fix, participants are able to sell effectively to clients and get them to see the value in what is being presented.

Connecting prospects’ needs to our answer is exactly what the Sales Presentation Skills class covers.

Participants will be able to:

  • Conduct effective pre-approach research and understand the customer, demonstrating expertise;
  • Meet with customers efficiently and find out important details and develop the best solution(s);
  • Engage and motivate prospects with compelling presentations;
  • Work on emotionally intelligent enthusiasm and sincerity to gain client commitment;
  • Use positive case studies and story-telling to allow prospects to see the potential success that awaits them.

BRING THIS LEARNING SESSION TO MY ORGANISATION