Winning
in Sales
Briefing
In a competitive market, where success depends on closing the business
immediately and instilling a passion for active involvement, your ability to
uncover driving needs is critical. In this powerfully interactive session, you
will learn the questions and the communication skills to elicit action in others
and increase sales immediately. You will learn the skills to identify the
information that makes a sale happen. You will gain the tools to continually
improve your sales skills and the sales skills of those working with you.
In
this session you will learn to:
• Determine underlying needs that link your product to their success
• Qualify to find critical areas of need and resistance
• Use questions to enhance personal relationships
• Use questions to guide the sales process to an agreement
• Create the immediacy to take action
Selling
requires determination and the communication skills to elicit action in others.
Learn the questions that spark an individual to act with a rekindled desire to
reach dreams, hopes and visions.
You
can add powerful sales skills to your abilities: This program will show you how.
You'll learn ways to...
•
Develop questions that uncover and prioritize key buying motives
• Motivate yourself to accomplish what you want
• Link needs to your products
• Enhance relationships through understanding critical needs
The
key to creating a winning team is through improved questioning skills. Sound
questioning abilities create an environment where Winning in Sales is always within your power.
You
and those that attend with you will learn new ways to...
-
Influence the key individuals that impact the buying decision.
Learn the communication skills to
juggle the important relationships that affect buying.
-
Drive
the sale from start to start to start: initial sale,
add-on sale, referral sale.
Incorporate dialogue to develop
long-term clients.
-
Discover needs and link those needs to products and services.
Uncover value-based needs and discover the best way
to link those to your products and services.
-
Approach prospects and customers in the manner they desire.
Learn the key personality types and how they impact
communication.
-
Help prospects help you sell.
Find the keys to getting prospects to push you to
close the sale.
Outline
Take
control of the sale
•
Communication
techniques to put you in control
•
Plan
based on information available
•
Use
time to your advantage
•
Reverse
an adverse position to your benefit
Use
questions to quickly qualify
•
Qualification
is critical to insure you use time wisely
•
Find
out critical information with R.A.D.A.R.
•
Use
negotiation techniques to qualify fast
•
Use
focused questions for credibility
•
Layer
to uncover needs
Understand
decision-making
•
Find
and use your values for focusing your power
•
Discover
their criteria for decision making from past decisions
•
Link
your values and their values for a buying decision
Use
critical values that link your product to action
•
Link
values to products and services
•
Test
values with the information given
•
Deal
with resistance
•
Questions
are the key to dealing with resistance
•
Use
add-on questions to retain control at high speeds
Learn
to close the sale fast
•
Remain
assertive from start to finish
•
Assertive
communication skills
•
Stay
in sales shape
•
Power
Questions
•
Listen
with every sense
•
Dealing
with upset person
•
Go for the agreement
Build
bridges to further action and sales
•
Stay
in sales shape
•
Give
the sales process structure
•
Win
today and tomorrow
INSTRUCTOR:
JEFFREY HANSLER
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