Selling in a Challenging Market

Overview

For everyone who is experienced but needs to develop more advanced skills to cope with a challenging market and cautious or reluctant customers.

In a difficult market there is always a temptation to load in the special offers or tweak the price - diluting the sale. Now you and your sales staff can learn to stay confident and avoid these pitfalls.

Designed to identify the factors that affect today’s sales in a hard market and to provide ways of overcoming them - handling objections, offering customer solutions, and understanding what negotiating tools there are. For best results, delegates should bring their own scenarios with them.

Style of course

This is a full-day course for up to 15 delegates.

Course Content

Understand how today’s challenges impact on the business
Determine ways to turn these challenges into opportunities
Identify development programmes to overcome these challenges
Identify what negotiation tools are available
Develop an ‘Emotional Engagement’ with customers, stay positive and confident and avoid the “Desperation Approach”

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“Learn how to cope in challenging times”