Sales
Consultative selling and negotiation
Selling in Seychelles means selling to a buyer who already knows you and will see you again next season. Two days on qualifying the real need, building the argument around it, answering the objection behind the objection, and closing without giving the margin away.
What you will be able to do
- Prepare and lead your commercial negotiation
- Adapt to different perceptions
- Develop the discovery phase
- Develop your active listening
- Adapt your dialogue to the situation
- Showcase your offer and your strengths
- Handle objections
- Close the sale
Programme
Focus: the basics of communication
- What has to be working before any sales technique can help
Commercial posture
- Leading the exchange rather than following it
- A personalised SWOT of your own argument
- Listening
- Identifying the obstacles and the conditions for success
Upstream: preparation
- Preparing your prospecting
- Preparing questions and objection handling in advance
- Setting objectives that are actually usable
The sales meeting
- Introducing yourself, elevator pitch, creating interest
- The three-stage sequence
- Identifying your client and their cognitive preferences
- Detecting motivations, including the ones nobody states
- Adapting your language and building a connection
- Developing the discovery phase
- Arguing with the CAP structure
- Handling objections and reformulating
- Convincing
Negotiation and closing
- The principles of negotiation
- The close, the stage where most of the value is won or lost
What this training gives you
You will learn to grow revenue, and before that to uncover what the client actually expects, make the first contact easier and sharpen how you argue and negotiate.
The programme teaches active listening as the way to identify a real need rather than a stated one. Convincing the client and answering objections properly are the threads that run through all two days.
Selling in a small market
Seychelles rewards a particular kind of selling. The buying population is small, buyers talk to each other, and a supplier who won on pressure once rarely gets the second meeting. Most participants also sell across a season rather than a quarter, so the training spends its negotiation time on holding a price through a long relationship rather than on winning a single round.
Sessions run in English, French or Spanish, whichever suits the group.
Questions about this training
Who is this training for?
Anyone who has to win or defend business: sales and reservations staff, account managers, and owner-managers who sell alongside running the company. No prior sales training is needed.
Does it work for a market where the buyer is a repeat client?
That is the case it is built for. In a market the size of Seychelles most business is repeat or referred, which changes what a hard close costs you. The training treats the relationship after the sale as part of the sale.
What does the training cover?
Preparing prospecting and objection handling, the sales meeting from the opening to the discovery phase, active listening, building an argument with the CAP method, handling objections, negotiation and closing.
How is it taught?
Short theory, real cases brought by the participants, quizzes and role-plays. Bring a live opportunity to work on. Supporting documents are available online afterwards.