Duration:
One day
Description:
This training program is designed to help you acquaint others with the skills associated with building and closing a sales transaction. In this course,
participants will learn how to increase their chances of a successful sale, address customer objections and questions, tailor their sales demonstrations to
each customer, and ask the right questions to close the sale.
Table Of Contents:
INTRODUCTION
Welcome and Introductions
Learning Objectives and Agenda
MODULE 1: Building Rapport
Closing: An Essential Part of the Selling Process
Building Trust
Trust Builders
The Time Factor
Communication Techniques That Build Trust
The First Moments
Small Talk
MODULE 2: Ethical Approach to Closing Success
Uncovering Prospects¿ Needs
Remain in Control
MODULE 3: Asking Good Questions
Ask Open-Ended Questions
Phrase Questions Carefully
Rephrase and Redirect to Maintain Control
Deal with Negatives Head-On
Listen
MODULE 4: Demonstrations That Close
The Demonstration Phase
Intellectual Proof
Retrieving Information and Visual Aids
Product or Service Benefits
Trial Closing Questions
Answer Objections as Questions
MODULE 5: The Closing Process
Beginning the Close
Finalizing Your Sale
Recognizing Buying Signals
CONCLUSION:
Learning Objectives Review
Course Evaluation
