- 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.
