Dynamics of Selling
A short 1-Day course in dynamics of selling to provide you with a fresh focus on selling and equip you with the tools and techniques required to sustain an improved sales performance.
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This course will help you to:
- Gain valuable insights into your customers’ decision making motives and ways your offering should be conveyed to ensure maximum appeal.
Identify customers’ likes and dislikes about salespeople and what you can do to build trust and mutual understanding.
Dynamics of selling will help you increase your appointment ratio and grow your customer base by implementing effective prospecting strategies.
Achieve profitable sales by becoming more proficient at the cost v quality divide.
Overcome resistance, maintain control and implement time tested proven closing techniques.
Lead Generation-Utilising Customer Insights
Prospecting-The Relevance of Social Media
Making Telephone Appointments
Pre-Call Planning and Preparation
Constructing Value Options for Customers
Asking the Right Questions-Listening Skills
Developing Rapport with customers
Building Trust-Consolidating Relationships
Closing sales/Winning Commitment
Handling objections-Overcoming resistance’
Putting ‘Price’ Into Perspective
Evaluating Account Potential