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WORKSHOP
CONTENT
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The changing role in sales |
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Maintaining a current customer |
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Selling additional products to existing customers and finding new customers? |
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What is the first impression you make and how to analyze your own image? |
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Introduce yourself and your company |
Unit 2: Prospecting
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Who are these prospects and where do you find them? |
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Focus on the prospect: readiness, acceptance or indifference |
Unit 3: Apply communication skills for prospecting
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Questioning |
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Listening |
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Acknowledging and paraphrasing |
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What makes for a winning script? |
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Avoid sounding "canned" |
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Control the conversation when customer questions take you off track |
Unit 4: Handling resistance, negative behavior and objections
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Dealing with rejection in a positive manner |
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How to close on a positive tone when you don't get the appointment |
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Understand resistance |
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The angry prospect |
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Dealing with emotions assertively |
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Avoid manipulations |
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Win/win resolution |
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Reach agreements |
Unit 5: Follow-up and attend to details
EXPECTED OUTCOMES
At
the end of the training, the participant will be able to:
| 1. | Identify how his/her self-image influences successful prospecting. |
| 2. | Apply current sales and communication skills to improve prospecting. |
| 3. | Given a case study, role play three techniques to handle customer behaviors. |
| 4. | Apply a four-step selling model to prospecting. |
| 5. | Practice methods of assertively dealing with difficult customers and turning the conversation into a win/win situation. |
Click here to return to in-house workshops: Sales and Service Skills
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