Creative Selling Skills

Overview
Most salespeople become proficient at selling at later stages in the buyer’s thought process, after the need is recognised. To be able to introduce a new idea, before the need is recognised, requires special skills. Many of the rules used in Consultative Selling and Competitive Selling do not apply when the need is not yet recognised by the buyer. 

When this is a new idea, the buying process may not be clear to those involved in the buying decision-process. This means special selling skills are required to avoid a prohibitive length of sales process.

This intensive and practical course provides participants with skills and insight needed.

Who Should Attend
All salespeople who are involved in selling new ideas to people who have not yet recognised the need. New salespeople should have attended some basic selling skills courses first.

Duration
1 Day
Selling Skills – Course Objectives

Participants will learn:

• the key issues involved in selling a new proposition and will have the opportunity to identify the key issues in their propositions 
• how to start to develop their action plan for the proposition 
• how to present and develop their action plan for a proposition  

Selling Skills – Course Outline

The Issues Of Selling New Propositions
Purchasing organisation
Selling organisation
Competitors
Idiosyncrasies

Introducing The New Proposition
The first meeting
Developing an effective introduction
Developing impact
Avoiding common errors
Action Plan

New Concept Checklist
Organisation
Customer
Proposition
Opportunity
Behaviour analysis
Personal benefits

Action Plan
Presentation
Review