Recommended audience

All sales professionals

Type of audience

UK and International

Description

Being a good communicator is fundamental to being a successful salesperson - that's an undeniable fact. However, that's not the whole story as effective communication is two-way - you've got to listen as much as you speak (more, in fact!) to really understand your buyer and their individual needs, challenges, motivators and more. So, to be more successful at selling, first you need to learn how to engage with your buyer and empathise with their challenges, then work out how to communicate effectively to manage sales conversations, identify and address potential obstacles, then make the switch to a controlled closing cycle.

During this session, we’ll talk about the concept of treating every sales conversation as your 'golden hour' and how you can completely change your sales results by really focusing on 5 key steps in your communication. Firstly, we’ll concentrate on the preparation and set up of every conversation, learning how and when to press 'play'. Then, we’ll explore why it is so important to identify your buyers' pain points. Thirdly, we'll talk about the process of actively seeking out potential obstaclesand understanding why that gives you an extra edge before you make the 'switch'to measured closing, our fourth step before we get to the final stage of controlling the closing cycle.

When you put all these steps together, you create a simple structure for every sales conversation that will work in any situation.

So, join us to learn more about the 'golden hour' and the key communication skills you need to successfully manage your sales conversations.

Key takeaways

• Learn 5 key steps that will help you to structure your sales conversations and give you the communication tools you need.
• Understand what your 'killer questions' need to be in order to identify your prospect’s pain points.
• Build a structure for every sales conversation, helping you to gather as much information as you need, then making 'the switch' to effectively close down your meeting.

CPD Points

CPD Points: 0.5 points

Presenter

Chris O'Riordan, Global sales leader and founder of Firestarter Business Solutions Limited

Chris O'Riordan is a specialist in sales excellence, organisational structure and design, wide-scale sales training and significant change management programmes born out of major large-scale international corporate leadership experience and significant hands-on involvement with hundreds of UK SME businesses.

Since 2012, Chris has been the business leader of Firestarter Business Solutions, a UK based organisation working across a broad range of clients (major corporates and ambitious SMEs) to drive sales performance improvement, growth initiatives, change management, organisational development, operational efficiency and the removal of over-dependency on key individuals to deliver tangible sales results.