OVERVIEW:

In the “Fundamental Selling Skills Seminar” you learned the basic skills of the need satisfaction selling process; probing, supporting, closing and more other essential skills needed to start your career as a salesman. You followed this basic skills model and practiced your selling skills in situations in which the customer attitude toward your product was basically one of acceptance situations.

But the selling process involves more than just these skills It also entails assessing and handling customer attitudes as they appear throughout a sales call. In real-life selling situations customers don’t always exhibit an attitude of acceptance. They sometimes

• are skeptical of,
• are indifferent to, or
• object to

… … certain benefits of your product or service.

In this course, you’ll learn how to handle the more difficult customer attitudes plus handling awkward customers.

Because of that attending of the course “fundamental selling skills” is a prerequisite to participate in this course.

COURSE IS TARGETED TO:

Any person engaged in selling product or service as; sales representatives or parts and service sales staff.

OBJECTIVES:

After successful completion of this seminar, participants will be able to:

• Cope with different sales situations.
• Handle different customer attitudes.
• Follow-up prospects to the deal closing stage.

CONTENTS:

MAIN TOPICS

• Reinforce positive response or andling acceptance
• Close on call objectives.
• Handling skepticism (uncertainty or doubt)
• Handling indifference (lack of interest or concern)
• Create need awareness.
• Handle objections.
• Conduct tough calls.
• Closing the sale

SUPPORTING TOPICS:

• Handling complaints.
• The Awkward Squad.

DURATION:  4 Days

Check Your Attitude Towards Sales