Program Overview

No matter how good your analytical, “psychological”, marketing and service-delivery skills are, the “proof of the pudding” is when you come to apply it to a real customer issue. This program covers the real nuts and bolts of selling – from opening to closing.

Course Content

• Opening Calls to create Rapport
• The use of Question Skills to Identify Needs
• What Sort of Questions Work Best?
• Summarising Skills
• Presenting Benefits
• Supporting Your Case with Literature, References, etc.
• Anticipating and Handling Objections and Resistance
• Closing on Objections
• Closing for a Commitment
• Maximising Sales Opportunities; Sell “up” and sell “on”