Natural Gas Selling and Negotiation Skills Workshop

Natural Gas Selling and Negotiation Skills is designed to teach telephone and face-to-face selling skills that will help increase sales through an increased understanding of the sales process and how it affects each customer situation. The focus of this interactive and hands-on workshop is to determine the actual areas of customer concern where your company can provide value which improves profits or cuts costs for their customers.

This three-day, hands-on workshop will help you assess, implement and follow up the natural gas sales process in a superior and efficient manner. After taking this workshop, you can be assured that you can confidentially conquer even the toughest negotiations and sales cycles.

On-Site Training: Can be tailored to the needs of the client organization and delivered on-site at a time and location of the clients choice.

Objectives:

Participants will learn to:

• Determine opportunity areas that add value to their customer business.

• Drastically improve their cold calling skills.

• Apply questioning skills on the telephone and face-to-face for an in-depth analysis of the buyer's behavior, situation, problems and priorities.

• Offer creative options for customer's problems or to add value to current or future buying situations and to assist the buyer in selecting the best options for a solution.

• Formulate Feature-Advantage-Benefit and Proof Outlines.

• Understand the comprehensive measurement of key buying factors - "Why Buyers Buy" - using an assumption scale.

• Assess the success with which customers are currently meeting key buying-factor needs.

• Offer options for solutions to customers' problems or to add value to current or future buying situations.

• Use creative problem-solving to enhance solutions and recommendations

• Manage difficult buyer behavior and situations involving real obstacles, anger and pricing.