Tough sales made easy!

Gain effective new skills that you can put to work right away. This audio program shows you how to avoid common selling pitfalls like ... lowering your price but not making the sale ... resolving difficult objections ... presenting powerful solutions ... losing control of the sale ... presenting too early ... and spending too much time closing.

Presenting Powerful Selling Solutions

Get a clear picture of what customers want and what your product or service can do for them. Find out how to organize your presentations to grab and keep customers' interest. How to gain their confidence, differentiate your solution, and mutually agree that you can give them what they want.

Advanced Selling Skills Course:

Intensive - 2 Day Course

Selling Skills – Importance

• Principles for Success
• Determining the Individual’s Receptivity
• Transparent Qualifier & Building Trust
• Pacing your Sales Conversation

Questioning Skills

• Common Questions
• Dialogue Vs. Recall-Oriented Recitation
• Questioning and Listening Effectively
• Action Steps
• Changing Questions to Dialogue
• Multi-layered Probing
• What makes a good Question?
• Determining Customer’s Receptiveness to Change
• Determining the Difference

Advanced Listening Skills

• Art of Active Listening
• Art of Asking Key Questions
• Art of Funnelling to Objectives

Presenting Powerful Solutions

• Selling with Effective Presentations
• Distinguishing Features and benefits
• Customer Benefits Categories
• Review and Confirm
• Build Conviction

Overcoming Objections

• Overcoming Objections
• Criteria for Handling Objections
• 4 step process for Handling objections
• Neutralise
• Maintain Poise and Questions
• Resolve

Advanced Closing Skills

• Important Terms
• Gaining Commitment
• Buying Signals
• Clarification
• Commitment to Action
• When to Close

Based on Role-plays and Case Studies
Participative and Interactive Sessions

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