Developing customer relationships and sales opportunities by Kevin Hopton

The aim of the programme is to enable delegates to develop strong customer focus and sales skills. The programme will enable the delegates to be able to spot sales opportunities and to transfer those opportunities into real business.
In the competitive market we need to ensure that all our opportunities are handled with care and skill. Every contact is a ‘Moment of truth’.

The programme will look at ‘realistic’ scenarios to enable the managers to develop their understanding and skills in a safe environment.

By attending this event, delegates will be able to:

• identify what is excellent customer service

• describe importance of customer focus to the business and our customers

• utilise Transactional Analysis in order to understand behaviours and their impact on the customer

• identify the ethos of ‘Moments of Truth’

• develop the ethos of internal customer

• introduce the selling process

• build Client Relationships

• identify the Relationship Cycle

• develop Compelling stories

• identify USP’s – Making the difference, prospecting – where do we start?, referrals - the life blood, cross selling and up-selling, spotting buying signals and the sales opportunity, using appropriate questioning techniques, listening skills, influencing skills – Pull and Push techniques, closing skills and use of realistic scenarios.