Getting to Yes!

Fundamental Skills Training for Working in a
Consultative Environment

A specialist program designed for people needing to help others get results

Purpose:

Attendees complete this program understanding the basics of selling and knowing how to run a great meeting

Course Features:

• A detailed study of the way people and organisations buy
• The 'buying cycle' and the associated 'sales cycle'
• Study of each area of the selling process
• Role plays of realistic situations
• Effective joint meetings: the role of the salesperson and the specialist
• Issue handling techniques
• Issue clinic
• The skills and context of 'Getting to Yes'

Takeaway Skills:

Understanding and practice in:

• The basic sales process/cycle
• The role staff can play in finding new opportunities
• Customer interaction techniques as part of the 'Yes' cycle
• Profiling needs and requirements and matching these to your solutions
• Clarifying and overcoming issues
• Articulating solution benefits from the client perspective
• The structure and implementation of effective 'Yes' meetings
• The use of the Meeting Planner
• The use of the Meeting Evaluation Worksheet

Course Emphasis:

• Supporting the 'Yes' process
• Performing in a joint meeting or presentation
• Handling issues professionally
• Agreeing - furthering the business to completion

Audience:

Staff trying to get to 'Yes' in any situation

Prerequisites:

A need to understand, assist and/or execute the 'Yes' process

Duration: 2 days

»Download a PDF document about this course here

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