Course Objectives

• Expand network of contacts and referral sources
• Quickly get your ideas accepted and implemented
• Understand your firm’s selling process
• Get customers to sell themselves rather than “closing them”
• Avoid the “feature wars” that lose customers and prospects
• Spend less time “selling” and more time meeting client needs
• Enhance your value to your company and build job security
• Develop strong and long-lasting interpersonal relationships
• Prevent objections and rejections
• Increase your closing rate by gaining prospect commitments
• Improve customer service sales results by role shifting with various personality types

Course outline

• Soft Selling Benefits Your Customer
• See why price is not the primary buyer consideration
• Learn how sales and customer service professionals successfully influence purchase behavior
• Discover why customers prefer a “soft sell” and people who listen well
• Find out why customer service people often outsell professional salespeople
• Selling to Different Personality Types

• Understand the 4 personality types and how they buy
• Practice shifting your sales style to match buyers’ buying styles
• Enhance your ability to form relationships with customers and prospects
• Boost customer service and sales receptiveness

• Networking Your Way to the Top

• Design your networking strategy
• Develop your winning “elevator speech”
• Feel confident approaching people
• Qualify contacts and set up the next step

•  Prospecting for Leads and Referrals

• Understand why people shop and the shopping sales cycle
• Learn the 4 signs of “shopping” mode
• Practice a 5-step process to shape your buyers’ criteria
• Discover 9 great sources of prospect information
• Pinpoint the prospects most likely to buy

• Initial Prospect and Customer Contacts

• Develop email and other marketing approaches to gain prospect interest
• Learn effective lead follow-up techniques
• Practice over 12 non-offensive telephone sales techniques
• Avoid the 6 toxic sales expressions
• Gain the help of receptionists and minimize telephone tag
• Learn the 12 most powerful sales words

• Qualifying Your Prospect

• Enhance your results with effective questioning and listening skills
• Develop your top 5 qualifiers
• Enhance your ability to identify customer service and sales needs using 4 levels of questions

• Getting Results on Every Interaction

• Obtain at least 6 potential customer commitments
• Maximize results using an 8-step procedure
• Discover how features can cost you a sale
• Help customers focus on value, not price
• Develop strategies to up-sell and cross-sell customers

• Handling and Preventing Objections

• See why objections reduce your closing rates
• Reduce and prevent objections with proven questioning techniques
• Turn objections into benefits with a powerful, 3-step method
• Use reference stories to boost your closing rate
• Overcome price resistance, complaints, “I’m happy” and “Send me information”
• Gain techniques for preventing common objections and dealing with rejection

• Cementing the Relationship and Closing The Sale

• Gain proven strategies for increasing your proposal closing rate
• Turn proposals and demonstrations into an effective closing tool
• Devise strategies to save clients more than the cost of your product or service
• Learn effective ways to create urgency
• Discover the power of 6 types of soft closes
• Learn different closes that are effective with specific buyer types.