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   Master 15
ways to prompt customers to buyLearn when
and how to initiate closureDiscover 45
questions that reveal customer interestIdentify 50
statements made by customers that indicate their  willingness
to close Identify 51
reasons that lead customers to make objectionsDiscover 60
questions that will help you refute customer objectionsLearn 12 strategies
to refute an objection Learn how
to transform objections into sales opportunities Learn 20 questions
that will help you assess potential customersLearn 70 questions
that will identify customer needs, desires andconcernsIdentify the
decision-maker and those who influence the decisionLearn how
to create new customer needs Use a convincing
sales vocabularyDevelop the
art of listeningMaster non-verbal
communicationLearn how
to use sales and promotional materials (documents,samples,
videos, etc.) What are your
objectives?What strategy
should you use?How can you
prepare mentally and physically?Visualize
each step Learn to identify
60 of your products and service characteristicsDefine in
which ways they benefit your customersDiscover your
customers’ motivations and expectationsLearn what
sets you apart from the competition Discover 44
personal constraints that hold you backIdentify what
you like about your workLearn to dress
appropriatelyAvoid behaviour
that turns customers away Discover 50
sources of customersLearn how
to put your business relations to use in seeking out new customersDiscover 25
prospecting toolsRecognize
25 opportunities to contact your customers Plan your
working day and establish prioritiesGive value
to your time and different tasksDiscover how
to manage your customer filesLearn how
to regulate the frequency of your visits to match the importance
of each customer Discover the
16 meanings of the objection “It’s too expensive!”Discover 20
hidden discount demands by your customersDiscover 15
conditions you can ask in returnLearn to sell
at a higher price Discover 25
ways of increasing business with existing customersIncrease your
use of complementary salesLearn how
to involve your colleaguesDevelop your
customers’ reliance on your services Discover 25
reasons to do follow-upDiscover 16
occasions to do itLearn when
and how to do itDiscover what
kind of follow-up to do after a trade-show, a sale, a proposal Define your
short and long term objectivesDevelop new
working habitsLearn to deal
with hard timesEstablish
balance between work and personal life |
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