Course Content
- Analyse current sales talk and measure the give/get ratio.
- Increase sales dialogue for increased sales results.
- Learn to prioritise conversation. Start with your objective.
- Learn the core importance of building rapport.
- Identify opportunities for acknowledgment.
- Pave the way for creating the need dialogue.
- Personalise the questioning strategy that gives way to true need dialogue.
- Learn that the question mark is the most important punctuation mark in sales grammar.
- Learn that effective questioning is half the job of sales.
- Learn to give as much thought to how you ask your questions as to what you ask.
- Learn fundamental listening techniques.
- Know your competitors’ strengths and weaknesses.
- Identify the rule: General objections only get general answers.
- Ensure the sales compass stays on course.
- Know when and what to negotiate.
- Develop the habit of closing inch by inch and on the dotted line.
- Learn that everyone knows someone. Good salespeople know how to turn six degrees of separation into seven-figure sales.
- Explore the power and use of the word, “Thank you”.
- Ensure ongoing validation during the sales conversation. Six critical skills: presence, relating, questioning, listening, positioning, and most important, checking.
- Change the paradigm of the modern sales person from ‘expert’ to being a ‘resource’.
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