Successful Selling
No. of days: 1 No. of participants: 6 - 14 |
    
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Many sales people have never been trained - they are making it up as they go along. But selling is a science, and a skill that can be learned. Learning to follow a structured process, using known techniques, will increase your success rate as well as enjoying the sales process more.
Even if you're not a sales person you are still selling every day. Whenever you need to persuade someone about something you are selling your point of view. All managers need selling skills.
Subjects covered:
- Why people buy
- The role of customer care and relationships in selling
- Rapport and building trust
- Getting appointments
- How to say, "No" politely but assertively
- Different styles for different types of customer
- Questioning techniques - what will make them buy?
- Disturbing the customer
- NLP and communication
- Overcoming objections
- The feel/felt/found technique and others
- Handling price objections, including "Peeling the onion"
- Difficult customers and how to handle them
- Body language and buying signals
- Closing
- Efficient personal systems and the importance of keeping records
- Keeping the next action with you
- Getting referrals
