Service-Focused
Selling

Learning Outcomes

• Recognise the synergy between exceptional service and sales.
• Understand different selling approaches and how to align them with exceptional service.
• Identify the factors that drive consumer and business-to-business purchasing decisions.

Service Methodologies

• • Introduction to selling
  • Types of Selling

Learning Outcomes

• Speak confidently about products and services in a consultative, helpful manner.
• Build rapport and establish trust to ensure the best outcomes for prospects and customers.
• Recognise subtle signs of interest and leverage ‘buying signals’.

Service Methodologies

• • Value-Creating Questions
  • Spotting Opportunities to Add Genuine Value

Learning Outcomes

• Understand the psychology behind objections and why people raise them.
• Use empathy-based techniques to build trust and rapport while addressing objections.
• Distinguish between genuine and false objections by validating concerns.

Service Methodologies

• • Confidently Handling Objections

Learning Outcomes

• Confidently discuss pricing and use persuasive techniques for effective presentation.
• Guide prospects and existing customers/clients toward decisions that maximise long-term value.
• Choose the right closing technique to secure the person’s commitment.

Service Methodologies

• • Presenting Pricing Persuasively
  • Closing Techniques