- Introductions all around - game plan
- Mental Attunement - Sets the theme for the entire program
- Stairway to Successful Selling - The steps required to rach the top of the selling profession - these steps are referred to and explanded upon throughout the balance of our seminar.
- Planning - Territory and account planning, long-term planning - such as: sales goals, accounts to be called on, specific products to be sold, weekly and daily planning.
- Asking the Right Questions - At the right time.
- Listening Skills - When to listen and how to listen.
- Features, Advantages, Benefits - How to demonstrate the right feature, and turn benefits into orders.
- Handling Objections the Right Way - How to welcome objections and turn them into orders.
- Closing signals, trial closes, and trials
- The seven closing techniques and the six wrap up questions.
- Wrap-up and adjournment
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