Selling With an Unfair Advantage: No Lying, Cheating or Deception
Sales
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At the end of the training participants will be able to:
a. distinguish a buyer-focused approach from a seller-based approach
b. identify and apply techniques that develop rapport
c. describe and demonstrate effective questioning skills
d. learn and practice a 6 step active listening plan
e. recognize and employ at least 4 ways to overcome objections
f. identify customer style preferences and the differences in guiding them through the decision making process
g. appraise goal achieving ability h. understand natural approaches to get a decision
i. increase self-awareness of selling strengths and opportunities for improvement
j. apply a greater range of the selling process strategies
k. create an action plan to make your organization achieve concrete results in winning customers
Assessment
At the end of each session is an assessment consisting of true/false, multiple choice and short answer questions to determine the comprehension of the material covered.
Week 1
Week 2
Week 3
Week 4
Week 5
HOW TO BOOST YOUR SELF-CONFIDENCE AND HELP YOUR CUSTOMER BUY
During the first session the course will explain: the importance of your own attitude and self-confidence in the selling process and how to use this to help your customer to buy.
Among the key points that will be covered are: importance of self-image, self-talk and enthusiasm; why setting goals can lead to success.
FINDING, REACHING AND GETTING THROUGH TO PROSPECTS
In Session Two the course will focus on conscious ways of gaining and maintaining rapport.
Key points will discuss the controllable factors during the first impression; how to stand apart from the crowd with little effort; 4 main ways to establish rapport and 3 main modes to consider for better communications.
ASKING THE RIGHT QUESTIONS
This session of the course will develop the art of using questions for both needs based selling and recognizing and handling objections.
Key points are how to know when to ask for what ; 5 levels of questions; 4 different objections and 2 models to handle objections and an understanding of why people buy.
SELLING THE WAY YOUR CUSTOMER BUYS
This session will explore skills for physical, vocal and language effectiveness to sell to your prospects way of buying and to relate features and benefits to customer context.
Among the key points are the key steps to listening to understand; 3 main language patterns of visual, auditory and kinesthetic; pacing and attending to the language pattern you detect; how to position benefits instead of/ features when handling objections.
GETTING ACTION AND FOLLOW UP
This session will sharpen people reading and identify the key elements in the selling process that are critical to your scope of influencing others.
Key points include an overview of behavioral styles and language preferences; a review of steps in the sales process that naturally lead to a favorable decision; when and how to ask for the order and alternative formats for asking for the business; ideas for continuing the relationship.
Contact Hours: 15
