Effective Selling Techniques
Whether you are a manager of people or a person who sells a product or service, you have to get the other party’s buy-in. What you say and do affects their thinking and decision making process. Therefore the easiest place to start is with your own thinking/actions and how it affects the required outcome. Every interaction we have with people involves communication both verbal and non verbal. How much we understand about the process of communication is a big part of how well we understand effective selling techniques.
All people eventually will buy therefore they do not have to be sold to, however they do need to be supported in their buying decision process.
How well the product or service matches the customer’s existing and future needs will define the quality of the sale. When the seller creates a high quality sales experience, it will generate re-occurring business from both the existing customer and prospects that the customer will introduce to the organisation. Thus the existing customer becomes an advocate and subsequently introduces your product/service to other people through word of mouth.
From a customer’s perspective, there is generally more than one option for the product or service you are selling. Increasingly, the point of difference is no longer product or price, it’s the customer experience.
When a customer interacts with an organisation they have expectations which need to be met. Their main interaction/experience is with/through your people. Your organisation’s culture defines how your people behave and this has a lasting impact on the customer’s perception.
People create the systems which run your organisation. How well those systems are understood and adhered to has a large impact on the quality of the experience for the customer.
Another consideration is the cost of attracting, developing and retaining key people. Long term staff are often promoted up through the ranks, they have valuable knowledge making them invaluable to the organisation. Frequently these people do not have the necessary knowledge and skills in the area of customer/people management. This can lead to these staff resigning, due to their internal frustration at not having control of the situation, and their results being less than they desire. Often your loss is your competitors gain as the years of investment in the person are recouped by their next employer.
Huse Hill Associates addresses the above with their “Psychology of Customer Transition ®” programmes.
These programmes:
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Focus on behavioral change.
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Deliver the appropriate insights in human behavior which interplays within a buyer/seller interaction
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Impart understanding of the different elements of effective two way communication.
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Create understanding of how to track the customers’ progress through their buying cycle.
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Enable people to continually enhance their influencing skills by analysing the buyer/seller interaction to deliver more of how they succeeded.
For the changes to take hold the programme is delivered in several sessions over a minimum of six weeks. This ensures the learning that takes place has time to develop and become part of the person’s way of behaving (culture).
Huse Hill Associates specialise in helping our customers create a point of difference over their competitors by creating a program unique to your company, your products and your people, to enable your organisations’ greater success though more effective selling techniques.
OPTION 1 - Complete the online questionnaire further down this page.
OPTION 2 - Complete offline using the Word document below (for yourself and / or other people) and email it to us.
Sales Techniques Self Assessment (57 KB)
NOTE - No fee to complete questionnaire. The fee depends on how you want the result delivered (options advised by return email).
Client Testimonials |
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| ….unique point of difference was Huse Hill Associates are the creators of the program which meant it is modern and not recycle. While a buyer/seller interaction has a beginning and end, this program enabled my people to move away from a prescriptive process and into a methodology which allowed for individuality….. Read full client reference Frank Hageman National Marketing & Sales Manager, DHL Global Forwarding |
….Having been a Sales trainer myself, I was not interested in the run of the mill Sales Training courses that are widely on offer in the Market place. Jim’s courses offered my team more than just selling skills; they become well versed in the art of Persuasion, Influencing and Partnering…. Read full client reference Ettienne McClintock National Sales Manager, Sanitarium -The Health Food Company |