The Right Question
Called a breakthrough approach by leading publications, the
advanced questioning skills presented in this program teach the
difference between recital and dialogue questions. 90% of all
questions get the customer to recite what they already know.
Introducing advanced questioning skills called Dialogue and Multi-layered,
participants learn how to ask the right question, at the right
time, to be more successful at uncovering needs, gain greater
access to difficult to see customers, raise the level of discussion,
gather key information, and to carry a conversation in order
to expand the discussion and build better business relationships. .
At the end of this program, participants will be able to:
- Describe a method for improving access to “difficult
to see” customers on an ongoing basis
- List and describe several advanced questioning techniques that
can be used in a sales discussion
-
Describe the circumstances in which to apply
each of the questioning techniques
-
Apply each questioning technique appropriately,
aiming at deliberate outcomes
-
Identify and apply effective listening techniques
to enhance and elongate the sales discussions
-
Consistently identify and use knowledge of
customer needs to enhance sales discussions
-
Recognize the value in engaging customers
in discussions
-
Stand out in a competitive, parity driven
market
-
Successfully bridge from one product to another
- Leave the customer with the impression
that you are a valuable consultant who can contribute as a partner
and resource
Advanced Closing Techniques
This program introduces advanced methods of closing the sale.
Field proven to increase a salesperson's ability to close,
the concepts presented in this program give participants
a strategy and tactical plan on how to convert a non-user
of their product or service to an advocate. Introducing over
five psychological influencers, participants are taught how
to trigger positive responses from the customer that will
enable them to obtain a closing success ratio as high as
65%.
This program provides a road map on how to close, understand
where the customer is on the buying continuum, gain realistic
commitment throughout the sales process and know how to check
in on the progression of their business relationship.
Presenting an assertive approach to the marketplace, our tested
methods provide a benchmark of best practices, methods of measurement
to qualify the customer's true interest level and the skills
required to close on every call.
At the end of this program, participants will be able to::
Resolving Objections
Participants learn how to understand the customer's thought
process to eliminate half of the objections and resistance
they encounter. Neutralizing is the unique concept presented
in this topic that will show participants how to focus on
the customer's desired outcomes and strip away resistance.
This easy multi-step process shows participants how to: neutralize
and question to stabilize the relationship, manage and eliminate
resistance, present the most advantageous ways to handle
concerns and maintain control of the conversation or call.
At the end of this program, participants will be able to:
- Neutralize and question to stabilize the relationship
- Manage and eliminate resistance
- Determine the most advantageous approach to handling a
customer’s concern
- Maintain and control a sales call
- Qualify the customer’s current position
Listening to Understand
This module provides a framework to listen effectively and
carry a conversation to know how and when to listen. The session
teaches how to avoid the common pitfalls that plague a salesperson's
ability to listen and carry a conversation. A series of interactive
exercises help program participants learn how to truly uncover
the issues, needs and desired outcomes of the customer. Foundation
listening skills, along with advanced communication skills,
are introduced during this seminar. These skills show participants
how to identify the spoken and unspoken word that enable them
to separate themselves from others because of their intuitive
ability to hear what others can't. Identifying traits that
are essential to effective listening, participants will be
able to know the intent of the customer; stay focused on the
customer and creates an environment that is conducive to complete
disclosure and the sharing of sensitive/confidential information.
Interactive and loaded with skill development exercises, this
session builds life skills that are transferred from personal
to professional life.
At the end of this program, participants will be able to:
