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SALES & NEGOTIATION
Understand prospects’ needs, explain your offer’s value and address objections through ethical sales communication.
Pukau Selling is marketing and sales skills training for sales, marketing and business development teams. Understand prospects’ needs, explain your offer’s value and address objections through ethical sales conversations.
Before choosing training, identify the part of the sales conversation your team finds most challenging. Do prospects struggle to explain their needs, understand the offer’s value or resolve questions before deciding? Describe the situation you want to practise so the discussion with GGC has a clear focus. Teams meeting new prospects may have different needs from those managing existing customer relationships.
Prepare an outline of the product or service, customer types and frequently asked questions. Use anonymised examples and explain the limits of what participants may offer. For example, distinguish information they can explain directly from prices, terms or commitments requiring approval. This preparation helps identify practice situations that reflect the team’s actual responsibilities.
A clear sales conversation starts with understanding the customer’s situation. Organisers can bring examples of discovery questions, offer explanations and common objections for discussion. Review whether the team connects features of the offer with needs the customer has expressed. Distinguish benefits supported by actual information from assumptions about outcomes that remain uncertain.
Responses to objections should allow room for questions and clarification. Identify whether the customer needs more information, a comparison of options or time to assess the proposal. Use these examples to discuss suitable activities with GGC, including explaining value and organising follow-up. Agree clearly on what will be provided next and who will take action.
After choosing a sales and marketing training focus, organisers can identify one work situation for participants to practise again after the session, such as clarifying initial questions for prospects or reviewing how an offer is explained. Discuss language, participant experience and available time with GGC. For needs involving agreement between parties, compare the S.I.N.E.R.G.I Negotiation Skills module so the programme scope fits the organisation’s purpose.
For sales, marketing and business development teams, and entrepreneurs engaging with prospects and customers.
01
Use questions to understand prospects’ needs and considerations.
02
Connect offer features with relevant benefits.
03
Address objections and suggest next steps professionally.
Topics that may be covered in this programme:
Prepare for sales conversations and build rapport so prospects feel understood.
Use questions and listening to understand a prospect’s needs and considerations.
Connect the offer’s features with benefits, evidence and options relevant to the customer.
Address objections, suggest the next step and follow up professionally without pressure.
Prospect conversation simulations, exercises in explaining offer value and preparing responses to common objections received by the team.
Before planning marketing and sales training, identify your prospect types, frequently asked questions and sales stages that need attention. Bring examples of offers and customer objections to discuss with GGC so that activities can reflect your team’s situation.
Further reading: Salesforce’s guide to consultative selling.
Add this module to your selection form. The GGC team can discuss the focus, duration and training format to suit your organisation.
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