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TrainersDirect
presents
Secrets of Sales Success On-Site Training
Secrets of Sales Succes
Course Description/Agenda
Length:
1 day
Number of Participants: Up to 20
Materials: Notebooks and handouts provided
As a salesperson you are in the business of identifying customer
needs. You are a
“problem detective”. In
a way, your product or service is a key.
You make calls looking for locks that your key will open.
In the prospecting phase, you insert the key and find that it
fits. In the presenting
phase, you twist the key and open the lock.
In the closing phase, you turn the handle and push the door
open.
Who Should Attend
Anyone new to the field of sales or
those looking to enhance their selling skills.
Module 1:
Understanding Customer Needs
Module 2:
Investigating
- Situation and
Problem Questions
-
Situation/Problem Question Exercises
- Situation &
Problem Questions Uncover Implied Needs
- Preparation
Exercise 1
- Problem
Question Worksheet
- Beyond Implied
Needs
- Demonstrating
Capability Too Soon
- Need
Identification Practice
-
Question/Needs/Feedback Form
- Implication
Questions Develop Implied Needs
- Implication
Questions
- Preparation
Exercise 2
- Implication
Question Exercise
- Problem
Statements/Implication Questions Worksheet
- Transcript A
-
Implication/Need-payoff Questions: What’s the difference?
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Implication/Need-payoff Exercises
- Need-payoff
Questions
- Need-payoff
Worksheet
- Need-payoff
Practice
-
Question/Needs/Comment Form
Module 3: Demonstrating
Capability & Obtaining Commitment
- Features,
Advantages and Benefits
- Features,
Advantages and Benefits Exercise
- Prerequisites
for Obtaining Commitment
- The Three
Steps in Obtaining Commitment
Module 4:
Review
- Behavior
Definitions
- 10 Key Review
Points
Miscellaneous
- Role Play
Scenarios
-
Take Home Application
-
Open Ended Questions
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