Transitioning to Sales

Overview
You solved the customer s problem. Now what?

Truly focused customer service professionals are able to transition problem solving calls effectively into sales opportunities. By listening for clues throughout the call and professionally and quickly solving the customer s problem, you have the opportunity to provide further help to the customer by positioning products and services that he or she may find useful.

This is primarily ilt training This may be appropriate for train the trainer situations Courseware may be available for purchase This class may be available at a classroom in Merrimack, NH, Contact Entelechy, Inc. for more information

Duration: 2 hours Training Presented in: English

Performance Outcomes
As a result of participating in Transitioning to Sales, you be able to:

• Explain how Transitioning to Sales fits into the Communication Model call flow.
  
  
• Use clues and ask questions to transition to a sales conversation.
  
  
• Identify clues to customer interests.
  
  
• Question to clarify observations.
  
  
• Questioning, in the absence of clues, to uncover wants and needs.

Activities
Activities include interactive lecture, an exercise in using transitional statements, and questioning practice exercises.

• Balancing Business and Customer Needs
• Closing the Sale
• Communicating Effectively
• Developing a Campaign Strategy
• Enhancing Customer Courtesy Skills
• Exploring Social Styles and Motivators
• Focusing on the Customer
• Handling Challenging Situations
• Impacting the Customer Experience
• Improving Personal Effectiveness
• Integrating the Skills
• Leadership Support
• Listening and Questioning
• Managing Sales Objections
• Positioning the Sale
• Providing Products to Customers
• Recognizing Value
• You REALLY are The One at Your Company