Selling Skills SALES COMMUNICATIONS
Understanding the customer is the key to effective sales communications. Understanding their business issue, their buying criteria, their problems and ROI allows you to tailor your solution to their specific needs. If you can develop that understanding faster than your competitors that gives you the advantage.
SNP’s Selling Skills course teaches sales communications applications for the Socratic method. The Socratic method is a search for the underlying hypotheses or assumptions which may unconsciously shape one's opinion. Learning how to use this method helps you quickly and accurately uncover your customer's true need, and that shows you what you can to do to make their business a better place.
SNP develops specific core sales communications skills:
- Opening and sustaining a dialogue
- Listening and probing for needs
- Uncovering key motivators
- Organizing a needs-focused proposal
- Handling questions
- Negotiating objections
- Eliciting commitments that lead to an identifiable close
- Calendaring a next step
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