Influencing Face-To-Face
Before you can sell, you have to listen. Only when you understand your customers' needs and business problems these are causing, can you begin to solve the problem and sell the benefits of your solution.
External Soft Selling Skills are used whenever you are in front of a customer in a selling situation. Understanding the customer’s needs and the implications for their business is essential to successful selling. Knowing how to ask the right questions and how to put forward your solution for the customer are key skills that need to be honed so that you can give customers a quick response.
Internal Soft Selling Skills are vitally important to your business to make sure precious resources are being used on the best solutions to support the organisation’s plans. Change projects are key to survival and business success - but often fail because soft selling skills were not used to explore the best solution. The benefits expected from the solution then do not materialise. Knowing how to set a project up for success from the start is crucial and how to create ‘buy in’ from the internal customer.
Our one-day Soft Selling Skills workshop shows you how to work through the stages in soft-selling using the 4P approach, gives you the opportunity to scope a ‘live’ project with feedback from participants and tutor to help you use these skills throughout the workshop.
Key Outcomes
- Using the Four P approach to influencing
- Understanding roles and styles in selling
- Asking the right questions and really listening
- Understanding and defining the problem
- Contracting and clarifying agreement on the solution
"Very worthwhile. Exploring all objections, understanding the customer's position" (General Manager)