Focusing on the how a sales profession interacts with a prospect from the initial prospecting to after-sales.Course Description DSM Trusted Selling Course focuses on the how a sales profession interacts with a prospect from the initial prospecting to after-sales.
It is said that people buy from people who they believe they can trust to deliver a product or service. With the power of website search engines buyers often don’t need a sales person to sell to them, they can read product specification, compare prices and buy almost anything they want, from anywhere in the world – and often have a next day service.
Becoming a trusted seller to your clients starts with knowing your product portfolio meticulously, understanding what exactly your company can offer and in what timeframe but most of all a trusted seller is someone who can solve the problems of a buyer by offering an innovative solution.
A trusted seller cannot be overestimated, if there is a true connection with the client. A client may be willing to overlook a high price or a longer lead-time giving more weight to trust and quality, buyers are more interested that if something does go wrong will the supplier be there for them, can the supplier offer a solution to solve a new problem.
What will you gain from the day? The course has been designed over one (1) day to give an understanding of what it takes to become a Trusted Seller.
By understanding if you are being consulted by your customer before a new spend or tender release on the technical aspects of a product.
Understand and define why creating customer value through Trusted Seller is vital.
Increase awareness of your current sales techniques and how to develop them to become a more trusted seller.
Who has the course been designed for? Sales Director’s / Sales Vice President Business Development Manager Key Account Manager Territory Manager Sales Executives
Trainers Background Stephen McComb has almost 25 years’ experience in International Sales and has opened both Public and Private sector accounts throughout the world. Stephen bases his courses on his “real-world experiences and mixes it with theory to give each sales person a blended approach to help them understand the sales process and to sell more. Stephen has sold extensively to business to business (B2B), business to consumer (B2C), public Tenders and reverse tender auctions. Stephen counts his achievements as opening multi-million-pound accounts with Marks & Spence Plc, Cathy Pacific Airline, Marriott Hotels and the US Government.
In Stephens own words he says, "to be successful in sales you must first listen to what the customer wants and then provide a solution. All too often sales people have a script they recite and never stop to ask the customer what is it that they need or want".
What should you bring? All training material will be provided so you don’t need to bring anything other than a willingness to learn.
Certificate Delegates who fully attend the course will receive a certificate on the course completion.
VenueOrmeau Business Park
Address8 Cromac Avenue, Belfast, County Antrim,
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