Introduction

Research shows that customers do not buy products; they buy solutions to their needs & problems. To compete in the market, Sales personnel need to change their approach from Product-Based Selling to Need-Based Selling.

This workshop aims at providing the participants with the concepts, knowledge and skills on how to increase their sales performance using the NBS approach.

Who Should Attend

Sales and marketing personnel

Participants will

• Understand customers’ primary & secondary expectations, the motivation behind every buying decision & how to influence them
• Position themselves as the solution provider through Need-based selling approach at every part of sales process
• Experience increased confidence level in approaching and dealing with customers.
• Increase closing ratio by learning to communicate more effectively.
• Build customers’ loyalty through effective networking
• Enhance organisation image through increased professionalism in every customers’ encounters.

Methodology

The programme will be conducted using a combination of lectures, discussion, Case Studies and Role Plays.

Typical duration is 2 Days (9am – 5pm).