Successful Selling Techniques NEW
Preparing for Sales Success
- Positive thinking - planning to succeed
- Knowing your product/services - preparing to meet all objectives
Managing the Sales Process - Successfully Meeting the Client's Needs
- Understanding why customers buy - needs and added value not wants and features
- Opening the sales interview - and building rapport
- First impressions - why should they buy from you?
- Gaining and retaining the full attention of the customer
- Probing and identifying real needs
- Matching customer needs and wants to products and services available
- Recognising buyer signals
Techniques for Professional Selling
- The sales relationship cycle - building the relationship with your client
- Offer analysis - putting together the different elements of the offer for maximum benefit
- Understanding the 'sales' process
- Reading and using non-verbal communications effectively
- Decision making and the key influencers
Negotiating with Confidence
- The key issues in planning and preparation
- Avoiding price becoming the only issue
- Tactics to strengthen your position
- Concessions - how to get something in return
- Responding to tactics used against you
- Using fall back positions to your advantage
Successfully Closing the Sale
- Recognising and seizing opportunities
- Adapting your sales style to the needs of the customer
- Anticipating objections
- Getting to the real reason for objections - and overcoming them
- Handling objections using APAC
- Creating a long- term relationship - establishing customer service
Personal Development
- Preparing a personal action plan
