Profile of a successful sales person.
Main principles of customer segmentation. How to maximise profits with optimal efforts.
Sales efforts analysis and optimization model “Activeness – Direction – Efficiency” for self-evaluation.
Evaluation of participants’ sales skills based on the “Objective behavioral indicators” method. Qualitative and quantitative analysis of a sales talk.
Booking a sales meeting over the phone. How to get customer’s attention during the first 30 seconds.
Start of the meeting. How to arouse the customer’s interest from the start and keep the initiative.
Learning the needs vs. Developing the need awareness.
The bigger the need, the higher price may be paid for its satisfaction. The technique for building the need awareness.
The questions that really increase the need awareness.
Making the offer. The ways to make the offer one could hardly refuse.
Managing the customer’s objections. Price related objections, psychology and motives behind the words “too expensive”.
Negotiating the price. 7 price keeping principles.
Overview of the seminar. The bank of gold ideas.