In at the sharp end

Course

Distance

£ 649 + VAT

Description

  • Type

    Course

  • Methodology

    Distance Learning

To introduce selling from the customer's point of view.

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Course programme

The aim
To introduce selling from the customer's point of view.


About the programme
In this humorous drama, Mike Miller (Rik Mayall) has won the pools and is dying to spend, spend, spend. He's a salesperson's dream come true. Yet four salespeople fail to sell him products he wants to buy.

There's his bank manager, a master of the undersell; the slick yacht salesman whose armoury of sales patter does not include the ability to shut up; the toffee-nosed estate agent who sees her task as showing rather than selling a house; and the security salesman whose questions alarm rather than excite him.

Finally, one woman shows how it should be done. By being open, committed and prepared to listen and answer questions, she presents her product so that Mike can't fail to be interested. By dismissing assumptions and prejudices, building trust, recognising his needs and offering a solution, it is she who gets the business...

Closing time(session starter)
Mel Smith and Griff Rhys Jones play ten different salesmen delivering their well-worn lines direct to the camera, showing hownotto close a sale. These amusing and challenging sketches are an ideal way to introduce training on the most important moment for all sales people: the close.


The key outcomes
-Learn the techniques for successful selling
-Learn to put yourself in your customer's shoes
-Develop honesty, empathy and flexibility in your approach to sales


Programme includes:
DVD (20 minutes)
Closing time DVD (4 minutes)


Information:
A Playback production

Learning-chapters
  • Winning the pools
  • The bank manager
  • The boat salesman
  • The estate agent
  • The security salesman
  • Investing-Questioning - part 1
  • Questioning - part 2
  • Describing the product
  • Meeting objections - part 1
  • Meeting objections - part 2
  • Buying signals
  • Dealing with people
  • Rights and wrongs of selling - summary
  • Judgement, trust and commitment
  • Closing time

In at the sharp end

£ 649 + VAT