Face-to-Face Selling

Are you feeling more price pressure from your customers these days? Are your customers making more purchasing decisions on price alone? Have you found that your products, services and brand matter less and less? Perhaps your customer relationships are becoming increasingly tenuous?

Value has migrated so far away from products and services that even today's "consultative" selling has become commoditised. Superior product knowledge and the ability to ask questions are just prerequisites today.

Great face-to-face selling requires the use of skills that position customer needs as the centre-piece of each sales call.  Huthwaite's call execution content focuses on planning and conducting sales calls that create value by helping buyers realise unseen problems and opportunities that they could not have developed on their own.

These face-to-face skills are fundamental to all sellers regardless of role or tenure. As the marketplace continues to experience commoditisation and consolidation, it is more critical than ever that salespeople and their managers learn to create, not just communicate, client value and deliver truly integrated solutions. The key learning objectives of this set of skills are:

• Plan effective sales calls to shorten sales cycle
• Uncover customer problems and develop those needs you meet best
• Present solutions in a high impact manner, avoiding "feature dumps"
• Demonstrate how your solutions meet customers' stated needs
• Objection prevention as well as objection handling
• Influence and create value at all levels
• Obtaining commitments throughout the sales process and closing
• Differentiate both your company and your salespeople from the competition

This approach empowers sellers to plan for and earn the right to business dialog with their customers. It allows them to create value in the selling process itself and become their companies' true differentiators—which is the only way to escape the price-driven sale.