Our techniques and approaches to commercial activity cover all aspects of the sale, so that our clients can transform their organizations, building a close working relationship with their clients.
We help companies to make consultative sales using the most advanced sales techniques. We provide training in conducting sales meetings, presentations, negotiations, dealing with executives, telephone selling, etc.
- Creating value
- Questioning techniques
- Active listening
- Selling to executives
Understanding our differentiation and getting the customer to value it is the basis of a consultative sale.
The most persuasive thing sellers can do is to show customers that they can provide what has been asked for.
Obvious? Yes. So why do typical salespeople spend 95% of their time doing something else? Our unique research, involving the observation of some 40,000 business-to-business sales interactions, reveals exactly what sellers do in successful calls, and how rarely it happens.
Knowing how to listen is essential for conducting the consultative sale. This short video summarizes the qualities needed to listen actively to a client.
As the business environment evolves, so does the need to develop new sales skills. Clients are increasingly demanding, competition fiercer and sales people have to continue to defend the value of their company and products. Executive Connection is designed to help sales people to overcome this pressure, to win in complex competitive situations and to protect business margins in each operation.
In order to make an effective sale it is necessary to understand our unique selling points. Once established what makes us different from our competition we have to develop that need in our clients for those points that makes us different.
The majority of sales presentations inform the client of the company and the products and services that the company can provide. In today’s market, differentiation is key to sales success, but the sales team must show the differentiation to the client and the value that it will bring him.
Demolishing the urban legends of negotiation