Sell It To Me

CONTENTS

• How good a salesperson are you - self analysis.
• What makes a good salesperson.
• Part 1: Preparing the Way.
• Techniques and strategies explained.
• Communication & listening skills.
• Questioning techniques.
• Keeping control of meetings.
• Getting and understanding the Customer's viewpoint.
• Explaining benefits - not features.
• Part 2: Doing the Deal.
• Making objections specific.
• Putting objections into perspective.
• Setting realistic objectives.
• Preparing alternative closes.
• Looking for buying signals.
• Selling exercises/strategy game.
• Role Plays-putting it all into practice.
• Analysis.
• Closing session-review-action plans.