Advanced selling skills

To whom it is intended

Anyone who is in B2B sales

Why

There are some good models that help experienced sales people to be more productive. All of these models have a memorable name, such as SPIN®, or FIND™. The essence of all these models is to train sales people to remember that the key is selling through Benefits, and the path to benefits is only through a series of smart questions addressed to the buyer. Asking questions remains the hardest part of any sales conversation.

The programme

Transactional and Advisory Sales
Why sellers want to talk more than the buyer
The difference between listening and hearing
Serbian habit of chatting about nothing
When the seller does not distinguish between Benefit and Advantage
Situational and Problem questions
The importance of tapping into potential customer issues
When the seller thinks he or she has made a good meeting but has not
Writing e-mails without a follow-up