How much more could you earn if your prospects didn’t object to your prices? You’d close more sales and be more successful.
Like most service professionals and small business owners chances are you struggle with sales due to objections to pricing on a daily basis. You lose business because prospects get stuck on price. Your pricing will never satisfy everyone but the following ideas will help you eliminate pricing objections from the majority of your buyers.
By the end of the program, participants will be able to:
- Integrate consultative and value added selling into their professional practices.
- Understand the process and psychology of the sales cycle.
- Synchronize their selling cycle to the buying cycle of the customer.
- Manage the value of their customers.
The Changing Business Environment
- Turbulent Times for Companies
- Evolution of Personal Selling
- Are We Selling Something or Helping the Customer Buy?
- Personal Selling Profile
Preparation and Self Organization
- Personal Management
- Impact of Your Appearance
- Developing a Strategy for Sales Success (The BAT Formula: Behavior, Attitude and Techniques)
The Sales Meeting
- Functions of the Sales Presentation
- Professional Skills
- The ASAP Formula (Art, Science, Agility, Performance)
- The 7-Step Sales Process
- Overcoming Objections Which Comprise 6 Major Factors:
- Need
- Features
- Company
- Price
- Time
- Competition
Closing Techniques
Creating Rapport through Communication
- Purpose of Communication
- Elements of Communication with Others
- Questioning and Probing Skills (The RAIN Model: Rapport, Aspirations, Impact, Need Analysis)
Managing the Customer Relationship
- Service Beliefs and Philosophy
- Basic Attributes of a Positive Attitude
- Value of Your Customer and How
- You Manage It
- Causes of Customer Attrition
- How to Respond to Different Buyers and Different Personalities
Sales and Marketing staff as well as anyone who needs to sell a commodity or an idea to another person.