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