Half Day Module

Aim

With the change in market conditions John Rothery Wholesale recognise that there are untapped opportunities with existing clients. The aim of this course is to give the team more confidence to increase the value of orders from their customers. It will cover practical tools and techniques to help them build their understanding of their customers and identify opportunities for creating additional business.

Objectives

Session One - Objectives

The team will have the opportunity to…

• Look at the different approaches to selling and identify what characterises a consultative approach
• Explore the importance of long term relationship building and how that benefits the business
• Look at a structure for making outbound calls in order to maximise each one
• Identify what to plan and prepare before making an outbound call
• Discuss how to develop a positive frame of mind to ensure calls are effective
• Identify how to structure the opening of the call to spark interest and build rapport
• Look at the different types of questions and how to use them to draw out information from the customer and build an understanding of their business
• Identify what the benefits of John Rothery’s service are and the benefits of taking additional product lines
• Create a personal action plan

Session Two – Objectives

The team will have the opportunity to…

• Review actions from session one
• Consider how to handle common objections from clients
• Look at how to gain commitment from clients
• Identify how to build rapport over the phone, including use of positive language
• Practice active listening skills
• Consider how to follow up effectively
• Practise the above skills
• Create a personal action plan