Breaking The Ice
R750.00
Learning Objectives
Part One – Breaking The Ice
Understand what is meant by “Breaking the Ice” in a sales context. List the 4 main informal approaches to Breaking the Ice with a potential customer. Identify situations where Breaking the Ice is important, and then to plan the various approaches you could use in these situations.
Part Two – Needs Analysis
Appreciate the need for formal information gathering through a Needs Analysis and when to use this approach.
Understand the benefits of this approach, and what to do if you cannot meet the client’s needs.
Construct a comprehensive Questionnaire appropriate for the markets to which you sell.
Interview potential and existing customers and gather information which will assist you and your team in building a long term relationship with the your customers
Estimated length, including assessments and exercises 1 hour 30 minutes
Description
Comfort within the initial approach can make a major difference how quickly the sale moves forward!” Utilising the power of an informal or formal Needs Analysis approach will assist in identifying the key needs and upside opportunities with your clients, and ensures your proposal and conversations are on target and budget. Soft skills and key approaches are critical components for the use of your contact opportunities. Hands-on exercises will help each participant develop their own approaches and become comfortable with interviewing the client for vital information. Creating a Needs Analysis, building interview skills and constructing structured approaches will drastically advance the speed of your sale’s cycle
