ProSkill Site Map   |   Contact Us   |   Security & Privacy Home Our Courses Totally Bespoke Training Inclusive Consultancy Inclusive Resources About Us Selling Skills - Proposition Development Booking this course If you would like to talk to us about running a Selling Skills course, please contact us: Tel:  + 44 (0)1789 734343 or email us at admin@proskill.co.uk Developing new propositions or modifying propositions for particular clients/markets requires particular skills. Selling to clients who have not yet recognised the need requires particular skills. This course helps people to develop the skills and focus on current issues. Overview Competition has meant that we need to develop propositions beyond mere products and services. Propositions that are relevant for a particular market segment or target prospect. Bringing new ideas to market requires special skills. Good, successful salespeople and managers will often fail when it comes to new propositions or the creative application of existing products and services. This course provides the key methodologies and skills required. Who Should Attend Any manager or salesperson involved in defining or selling new propositions. Duration 2 Days Selling Skills (Proposition Development) - Course Objectives Participants will learn: how propositions can be selected (or objectives set) depending on the position in the value chain how good questioning affects their decision the key elements in proposition design how to identify barriers to entry and applicable benefits the key elements of Proposition Positioning the key aspects of an effective ‘Elevator Pitch’ and will design one for their proposition the key differences between selling a proposition when the prospect has identified the need and selling a proposition where the prospect has not yet identified the need how to introduce a new proposition as part of a sales meeting how to introduce a new proposition later in the sales process and how to decide when it cannot be done. Selling Skills (Proposition Development) - Course Outline Proposition Selection The Value Chain Data required for positioning Common errors Designing The Proposition The Proposition Development Blueprint The Proposition Gem Developing the Offering Barriers & Benefits Barriers to Entry/Exit Exercise and Discussion Proposition benefits Positioning Positioning issues and models First Mover and Second Mover advantages and disadvantages Value Chain The Elevator Pitch Common errors Elevator Pitch situations Key elements of success The Role Of Creative Selling Common errors The Buying Decision and the role of Creative Selling Differences between Creative Selling and Solution/Consultative Selling The profile of innovative prospect personnel Creative Selling Early In The Sales Process Introducing the idea Common errors Creating a ‘flowing’ meeting Customer involvement Creative Selling Later In The Sales Process Obstacles Profile for prospect personnel Techniques to be applied   © ProSkill 2003-07 For more information please contact us on + 44 (0)1789 734343 Totally Bespoke Training >> Our Courses >> Customer Care >> Management >> Personal Effectiveness >> Sales   Advanced Selling Skills   Behaviour Management (Sales)   Business Management (Sales)   Creative Selling Skills   Demonstration Skills   Difficult People & Situations   Displacement Selling   Key Account Relationship   Key Opportunity - Management   Key Opportunity- Review   Negotiation Skill Training   Sales Behaviour Versatility & Transactional Analysis   Sales Presentations   Selling Skills   Getting Agreement   Indirect Selling   Presenting Benefits   Proposition Development   Prospecting   Sales Awareness   Sales Proposals   Sales Call   Sales Call & Enquiry   Sales Questioning   Telephone Selling