Course Content
Part 1: Building Rapport
- Closing: An Essential Part of the Selling Process
- Rapport = Trust
- Pre-Interview Trust Builders
- Communication Techniques That Build Trust
- Opportunity: A Favorable Juncture of Circumstances
- Finding Something in Common Is a Myth
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Part 2: An Ethical Approach to Closing Success
- Uncovering Prospects’ Needs
- Ask a Provocative Question
- To Obtain the Keys to Fort Knox, Use a Take-Away Transition
- Avoid the Product or Service Trap
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Part 3: Ask In-Depth, Probing Questions
- ONE: Ask Open-Ended Questions
- TWO: Phrase Questions Carefully
- THREE: Rephrase and Redirect to Maintain Control
- FOUR: Deal with Negatives Head-On
- FIVE: Use the Most Powerful Principle in Communications
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Part 4: Demonstrations That Close
- The Demonstration Phase of Closing
- Appeal to Your Prospect’s Emotions
- Three Important Rules
- Give Intellectual Proof
- Ask Trial Closing Questions
- Answer Objections as Questions, Not as a Roadblock to Your Sale!
- Beginning the Close
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Part 5: Closing Is a Process
- Finalizing Your Sale
- Recognizing Buying Signals
- Create a Sense of Urgency
- Just Ask!
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