Process, Questions, Objections and Value

Who is this training course for?

Those involved in customer relationships including managers, account managers, sales executives, project leaders and customer service professionals. The course is suitable for those who work in commercial, charitable and not-for-profit sectors. 

What does it cover?

• How to ensure customers get value and feel valued. 
• How to use communication methods that influence behaviour. 
• Advanced questioning techniques to ask more meaningful questions. 
• How to develop a deep, professional rapport. 
• Methods to overcome objections, including price, early in the process. 

What will delegates be able to do differently?

• Use and communicate processes that generate results.
• Use influential communication techniques that nudge behaviour.
• Qualify customer requirements either at point of sale or throughout the client journey.
• Ask superior questions that open up customer requirements and even problems that you can handle.
• Plan for objections and deal with them professionally.
• Understand and apply the Value Model.