Objectives - With this training, the attendee should be able to:
- Prepare methodically the commercial contact with the client;
- Effectively communicate and know more about verbal and non-verbal communication;
- Detect client's needs and decision criteria;
- Present the offer persuasively;
- Handle with objections;
- Use closing techniques.
Contents
- Introduction: marketing / sales attitude and market notion
- The commercial: qualities to achieve success
- The interpersonal relations in the sale: concept of motivation and attitudes
- How to communicate, how to sell: verbal and non-verbal communication, type of questions, how to listen
- The client: customer types
- Sales cycle: the purchasing decision process and its model
- The prospecting / preparation of the sale: techniques and objectives
- The sale: contact, presentation, argumentation, objection, closure and complaints
- Organization: customer card, time management, sales folder