Solution Based Selling – Sessions & Objectives

#1 “Becoming a Change Agent”

  • Customers are not product oriented
  • How change impact buying decisions
  • Top performers think like customers
  • Creating the motivation to change
  • Solving problems are the key

#2 “Transference of Belief”

  • How buying decisions are made
  • Selling from the prospect’s viewpoint
  • Enhancing you Belief an using empathy
  • Effective pre-call planning
  • Successful post-call analysis

#3 “Solidifying the Relationship”

  • Quickly gaining trust and confidence
  • Making the customer/prospect feel important
  • Opening meaningful conversation
  • Effectively using compliments
  • Show you care by being informed

#4 “Open the Mind & Logically Justify the Decision”

  • Showing interest in your customer
  • Important areas to question
  • Our attitude in the key to successful questioning
  • Finding the authority
  • Effectively using logic and emotion

#5 “Validating the Value”

  • People buy emotionally and justify logically
  • Putting logic and emotion into proper balance
  • How to artfully direct the prospect’s thinking
  • Persuasive communication is benefit oriented
  • Customizing your presentation to your prospect

#6 “Effecting Closure”

  • Determining the action you seek
  • Close when the customer is ready to buy
  • Probe to read the prospect’s buying temperature
  • Building prospect confidence by seeking opinions
  • Techniques for closing

#7 “Meeting and Verifying Roadblocks to Success”

  • Professionals don’t quit at the sign of resistance
  • How to meet the “no” professionally
  • Probing without pressure
  • Burying excuses without upsetting the prospect
  • Verifying the prospect’s true concern or objection

#8 “Answering Objections”

  • When to answer objections
  • How to use empathy with objections
  • Putting objections in proper perspective
  • Reversing the objection
  • Successfully answering objections

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