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Service-Based Selling Training

 

Introduction

People Buy from People. Every customer interaction creates an opportunity for people to sell themselves, as well as the services/products they provide.

 

Sales, is often seen as a ‘dirty’ word. Service-Based Selling demonstrates that sales strategies add genuine value to the customer experience. This increases customer loyalty, improves the organisations reputation and makes customer interactions far more rewarding for staff.

 

Who Should Attend?

• Staff new to the concept of ‘sales’ that are looking for a solid foundation.
• Experienced staff looking to improve their sales success.
• Managers seeking greater proactivity and increased conversions from their team.

 

Learning Outcome

• Develop an understanding of how service-based selling skills can genuinely enhance the customers experience and achieve win-win outcomes that build customer loyalty.
• Gain the confidence to speak about your products/services in a consultative and helpful manner.
• Handle tough customer questions/objections and gain the customers commitment.
• Capitalise on upsell and cross sell opportunities.

 

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Course Topics

In-house Training is tailored to your needs so you can choose any of the topics listed below plus you can combine topics from any of our courses to create the perfect learning solution.

 

What’s Your Goal? Moving away from a ‘quoting’ mind-set, to an ‘adding value’ mind-set.

  • Perceptions of ‘Sales People’ and ‘Selling’
  • Results Focused Approach (AIDA) / Exceptional Service Standards
  • Planning / Target Setting

 

Spotting and Creating Sales OpportunitiesAcknowledging subtle signs of customer interest.

  • Capitalising On Buying Signals
  • Value Creating Questions

 

Creating Genuine Value and Desire What motivates customers? How to tailor the presentation of your services/products to their specific needs.

  • Presenting Features, Advantages and Benefits Persuasively
  • Presenting Pricing Persuasively
  • Customer Personality Styles

 

Handling Customer Objections Seeing objections as a sign of interest and an opportunity to reassure the customer.

  • Qualification Based Objection Handling
  • Empathy Based Objection Handling

 

Gaining Customers Commitment Testing the customers commitment to take action.

  • Commitment Based ‘Pre-Closing’ Questions
  • Closing Techniques

 

Specific Outbound Call Strategies Get through to the decision maker and build instant credibility.

  • Structuring Outbound Interactions
  • Getting Past the Gatekeeper
  • Opening Calls with Benefits and Signposting

 

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Delivery Style


• Interactive practicals including group discussions, role-plays (in small groups), and case study examples.

 

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Learning Format

 

Tailored In-house Training (Suitable for Groups of Staff)

 

Our Approach: A comprehensive seven-step approach enables us to identify your requirements, and then carefully tailor course topics and post-training reinforcement support tools to suit your needs.

Length: Tailored to your needs – bite-sized 90-minute sessions; or half-day, full-day, or two-day courses.

Locations/Availability: Delivered at your premises, or a venue of your choice in the UK or anywhere in the world (where appropriate). Training is available seven days a week, and there is no additional charge for weekend training.

Group Size: Flexible.

 

Discuss your requirements with one of our experts. Call 0800 121 4660 / 0208 445 9625, or complete an enquiry form.

 

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Clients Include

Hamilton Mercer Training - Clients

Service-Based Selling Training

Call 0800 121 4660
Email
info@hamiltonmercer.co.uk
Enquiry form Click here

Online Booking form Click here

“I enjoyed the course and found its content excellent. The Trainer’s delivery style was highly engaging, and I found the interactive element of the course especially useful as it was possible to observe the performance of my team.”


Sales Manager

Towergate Insurance


“I found the Trainer a very engaging and informative trainer. His style was very natural. The course content was delivered excellently and I really enjoyed the course.”


Coordinator

Altro

 

“The course was informative and I have learnt some great techniques. The trainer was very enthusiastic and had great knowledge on the subject of sales.”

Account Manager

IPRS