Posted: 2005-06-16 / Author:
The 6 Key Fundamentals Of Sales And How To Master ThemClass outline
The thing most owner managers would rather not do. This course covers the fundamentals of sales â€“ how to prospect, how to close â€“ and how to make the customer want to do business with you.
Purpose of the Class
To make your life easier when you go in front of a customer. To give you some ideas about how to talk to them in language that resonates with them â€“ to help you extend the sale so that you are selling more products and services at a higher price and finally to get them to say yes.
Â· Whole brain selling is about going for the Jugular via the scenic route
Â· People buy people first â€“ and whatever second
Â· How different people think â€“ how are they convinced, how do they negotiate
Â· Build rapport, expand their horizons â€“ and amplify their pain to make them move
Â· Get the customer to close themselves â€“ if they say it, it must be true.
Â· You can make your targets by being yourself
Questions this Class will answer
Â· What motivates the customer? Â· How do I know how to talk to them? Â· What has to happen for a sale to take place? Â· How to get the customer committed? Â· Differences between simple and complex sales? Â· How to get referrals?
Common problems this class will help you overcome
Â· Being used as an information source or as quote fodder
Â· Iâ€™ll think about it
Â· Talking yourself out the other side of the sale
Â· Being fobbed off with objections
Â· Clients who hide â€“ the endless call back loop
Â· Establishing who the real decision maker is