Successful Selling - Face-to-Face & Telephone

Successful Selling - Face-to-Face & Telephone

Course content

• Your Individual Motivation for Success
• Preparing and Planning to Sell! - qualifying and prospecting, fact-finding with lapsed customers, selling more to existing customers. Proper Planning Prevents Particularly Poor Performance! Working to achieve Goals and meet Targets
• Selling the Appointment by Telephone - The Steps - Preparation; Openers; fact-finding questions; your sales message! Finding the decision makers; getting past the barriers; presenting prime desire statements; timing appointments for positive results; do’s and don’ts of appointment-making including not hanging on, not selling to secretaries, not putting the brochure in the post! Being busy, enthusiastic, confirming the appointment. Creating quality prospects and appointments with decision-makers/influencers
• Preparing for the Sales Appointment - Doing extra homework; checking selling tools in place
• Putting the Customer Service face on! Getting confident, fuelled and ready to go
• Face to Face with the Prospect - Projecting your personality; attitude; energy; persistence!
• Do’s and don’ts for the Reception area; Body Language; The Meet and Greet; Probing, confirming and alternative choice questions; Selling the Benefits, the USP. Reviewing other products for the prospect, other prospects for the products; Overcoming Objections; Actively Listening, Closing the Sale; The move to the next step; the follow-up
• Golden Rules for Success