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