By the end of this training course participants will be able to:
Build rapport to enhance sales by understanding different customer perspectives and tailoring communication accordingly.
Identify customer profiles and adapt communication to engage effectively with diverse customer groups.
Foster authentic connections for sales success by demonstrating emotional intelligence, active listening, and adapting communication based on customer profiles.
Improve sales effectiveness by understanding buying decisions, distinguishing wants from needs, and practicing skilled sales through service.
Handle objections and close sales deals effectively by addressing different objections and utilizing closing techniques.
Outline of topics
Module 1: Sales Success Through Rapport Building
Importance of building rapport in sales situations.
Understand the different models of the world.
Tailoring your communication approach based on the customer’s model of the world.
Uncover persuasive and influential conversations in sales.
Module 2: Customer Profile ID
Discover a simple model for identifying the customer’s broad characteristics that can be put into practical use in all our conversations.
Know your own Customer Profile ID preferences and how this will manifest in the way that you communicate.
Explore verbal clues in identifying a customer’s model of the world.
Quickly identify and assign a Customer Profile ID.
Learn how to engage with different Customer Profile ID groups.
Explore the consequences of matched/mismatched approaches.
Module 3: Building Authentic connections for sales success:
Recognize the significance of the human business model and it’s impact on customer relationships.
Demonstrate authenticity and emotional intelligence in their interactions with customers.
Apply active listening skills and create connections that foster trust.
Adopt your communication approach based on the customer’s profile while maintaining a human touch.
Module 4: Sales Through Service
Understand the factors influencing buying decisions.
Distinguish between customer’s wants and needs.
Recognize the customer’s DBM (Dominant Buying Motive).
Understand the difference between hard sales, order taking and skilled sales through service.
Module 5: Challenging Objections
Recognize the value of objections.
Identify different types of objections.
Learn a step-by-step process for handling objections.
Recognize and overcome covert objections.
Module 6: Closing the Sale
Overcoming the belief that “Selling is a dirty word”.
Developing a sales mind set and understanding your inner game.
Recognize the influence of belief on behavior.
Practice effective closing techniques.
Competitive review game – An Exciting review challenge (Power Point Game) to end your training on a high note!
Training Material Samples
Trainer Guide Samples
What do I get exactly?
You receive a zipped file instantly upon purchase that includes the following in MS office format
Trainer Guide (60 Pages).
Student workbook (50 Pages).
Slide deck (36 slides).
Business writing process checklist – a handy reminder of the proper writing process steps.
Listening skills evaluation assessment.
Bonus activities ( 22 activities ).
Training support documents ( Training evaluation forms, 5 certificate templates, program outline).
You will receive a secure link by email to download your purchase immediately after purchase.
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Our comprehensive range of courseware packages and training modules incorporate a range of niche-specific subject areas targeted towards clients in the retail sector, including topics such as retail selling skills and retail sales forecasting and planning . We also offer a range of call center-specific training courses like controlling calls , handling angry callers and telephone debt collection.
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