Do you feel that your company could further distil what makes your offer unique and relevant, and then communicate that better than ever before? Would you like to increase the ability to build long-term relationships with new and existing clients in a way that is in-line with your company's values and vision? Do you believe that success in sales is primarily reliant on a thorough understanding of the customer, and therefore you need to communicate in a way that the customer actually prefers and empathizes with?
The ability to communicate and present an offer in an efficient way is almost always the key to a successful business deal. However, clear indication of the buyer's needs and wants is not always obvious and even the strongest presentations must satisfy these issues in order to proceed. A deep understanding of what customers think, combined with the ability to read body language, can affect the duration and loyalty of a client. Use of the right communication techniques is of the highest importance when building long-term relationships. Excellentia's strategic sales packages give the participants the opportunity to develop relevant knowledge, tools and techniques to further improve their skills and succeed in a variety of sales situations.
Package I: Introduction to Strategic Sales
Introduction package (one half-day workshop and two individual follow-up meetings)
Introduction to Strategic Sales is an intensive introduction that provides insights into the importance of effective communication in sales contexts and some of the basics of non-verbal communication. In this format some cases are introduced and efficient sales approaches for different basic personality types are presented and discussed.
Package II: Boosting Sales by Developing Critical Perception
Midsize package (two half-day workshops and three individual follow-up meetings)
In this package, we put emphasis on different skills connected to communication and sales. Participants learn how sales arguments can be tailored to different personalities and segments. Also, they will learn how sales can be increased by communicating the benefits of the product instead of the features, through the critical understanding of what it is the customer is truly paying money for. Boosting Sales by Developing Critical Perception also introduces how the understanding of body language and micro expressions plays an essential role in the interaction with potential or existing customers. Through numerous exercises and cases, the participants gain a greater sense of several aspects of sales communication. In particular, we present, discuss and evaluate different tools, techniques and arguments that can be used directly, focusing on more efficient sales processes. Our individual follow-up meetings discuss further practical challenges and support the participant's creation of an action plan.
Package III: Mastering Strategic Sales
Premium package (two full-day workshops and four individual follow-up meetings)
Mastering Strategic Sales combines traditional sales strategies with techniques influenced by areas such as marketing, psychology and behavioural sciences. One of the major skills we focus on is tailoring communication to the personalities of diverse audiences. We deepen the participant's understanding of the role that body language and micro expressions play and highlight their connection to sales profits and show how sales can be improved. Through extensive exercises, discussions and role plays, participants gain a greater sense of practical aspects of sales communication. Thereby, the importance and impact of carefully customized offerings and sales arguments are analyzed. Further, the role of emotional sales and creating rapport, as well as an understanding of various reinforcement techniques, such as conscious verbal communication and often unconscious non-verbal communication, are introduced and examined. All this with the main goal to create an understanding of the customer and increase sales.