DAY 1: PREPARATION FOR THE SALE
1. ARE YOU ACCCED?
- Attitude
- Conviction / Commitment / Confidence
- Energy - Selling is transferring of energy. Energy never lies.
- Dictionary - Words matter
2. BULLETPROOF GREETING
- Greeting Techniques
- Common Ground
- Putting the buyer at ease
3. GET THE GOLD
- Determine the buyer's belief system
- Qualify your buyer's buying power
- Collect the necessary data
4. WHAT'S THE PROBLEM
- What does your buyer really really wants
- What's the REAL motivation
- What is the deal-breaker?
5. PERFECT LANDING
- Finding the perfect product or service
DAY 2 - SELLING SKILLS
1. ALTERNATIVES
- Find relevant alternatives
- Ask the 3 magic questions
- Set the expectations and get a commitment
2. WORLD-CLASS PRESENTATION
- Learn to present the product or service by driving the value way above the price
3. World-class demonstration
- Learn how to demonstrate your product or service in a way, that the buyer takes mental ownership
4. Trial close
- Ask your buyer for an opinion about the product and service to prepare for the close
5. Service
- Offer peace of mind with servicing the product or supporting the service
DAY 3 - CLOSING THE SALE
1. WHY CLOSERS FAIL
-Big know no's
2. MISTAKES AT THE CLOSE
- What not to do
3 OBJECTIONS
-How to pro-actively avoid them
- How to recognize them
- How to handle them
4.NEGOTIATION SKILLS
- Negotiations laws
- How to Negotiate To Win
5.CLOSING SKILLS
- Closing questions
- Closing techniques
- Different closes