Wychwood Consulting offers training courses, workshops and consultancy including sales training, customer service training, competency based interviewing skills, management development, leadership development, appraisal skills, team building, recruitment services, and train the trainer.

Values Based Selling Skills

Why do selling skills need to improve?

• Competition is increasing
• Margins are eroding
• Targets are increasing
• Customers are getting more knowledgeable and demanding
• Customer loyalty is decreasing
• Costs of sale need to be controlled or reduced

Our approach

Selling is about motivating customers to buy, to buy more, and more often. Customers are motivated to do so by believing that your product or service will give them what is important to them – what they value.

Our values based sales training programmes ensure that your sales people are able, rapidly and accurately, to:

1. Assess what the customer perceives is important to them, and demonstrate this understanding to the customer, thereby building the trust and credibility of the sales person.

2. Work with the customer to enable them to consider their thinking, feelings and the possibilities, in a way which builds the need and demand in the mind of the customer.

3. Show the customer how your product and service can meet and exceed these enhanced customer values, relative to your competition by matching these values both in the benefits the sales person describes and the method and style they use to do so.

4. Overcome remaining objections through this greater understanding of the customer and what is genuinely important to them and undertake negotiation with an understanding of the true value of the variables to the customer

5. Gain commitment from the customer at the earliest and most effective time, and in a manner which encourages the customer rather than invites resistance. And then to ensure that decisions are followed through and delays and problems are avoided.

The benefits to you

This values based approach has proven to:

		Result in sales which are of much greater value and higher quality for both the supplier and the customer
		Significantly reduce the number and strength of objections
		Greatly reduce the number of failed closing attempts
		Avoid delay and prevarication in the customers' decision making
		Increase the level of trust the customer has in the sales person, thereby facilitating longer term customer relationships and business
		Reduce any defensive or adversarial mindset in the customer

Our expertise

It is a pre-requisite of all our sales trainers that they:

• Have achieved over performance against tough targets, year in, year out, and within highly competitive sectors. We do not offer you anyone who just 'knows the theory' but has never worked a territory or sector to a real target.
• Can demonstrate extensive success in recruiting, leading and managing sales forces, both field and telephone based.
• Are able to inspire, motivate, educate and support sales people, managers and directors, due to their extensive knowledge of the psychology and processes involved in selling, as well as their personal communication skills and charisma.

Our services to you

Copyright © 2008
Wychwood Consulting.

"My expectations were exceeded in all areas. Another great sales course from Wychwood."

"Much better than any previous sales training that I have had"

"Very sales focussed, a great course, thank you"

"Brilliant, learned lots, really enjoyed it"