This workshop is aimed at helping customer service staff to identify and capitalise on selling opportunities during day-to-day interactions. The aim would be to increase business from existing clients.
Content can include:
What is ‘selling’ and how is it perceived?
How selling fits within your role and your call
Who benefits from the extra business?
What are ‘selling opportunities’? A look at some real examples
The customer’s buying journey and the decision process
Building trust and creating a partnership with the customer
Finding out what the customer REALLY needs
Presenting benefits and using words that work
Gauging customer interest and developing commitment
Dealing with uncertainty and helping the customer to decide
Observing and building on buying signals
Developing a YES and handling a ‘no’
Planning to create more opportunities
This is an outline. If we haven’t included exactly what you want, tell us. We’ll design a programme that’s a perfect fit for your business.
