Professional Sales Questioning, Handling Objections and closing Mini course
This mini course focuses on a sales professional’s most important skills: asking good questions, handling objections and closing the sale. While anyone can learn what questions to ask, this program focuses on how to ask questions in a way that will get your customers to open up. the program introduces a proven, step-by-step professional sales questioning technique that can be put into action immediately, in any sales situation.
This powerful sales questioning technique is all about asking the right questions in a particular order. By following a specific questioning model where you work collaboratively with the customer to arrive at a mutually beneficial solution.
Customers buy because they have needs. If there’s no need, there’s no sale. A big part of being a professional sales person is to identify, develop and satisfy the needs of your customers. The clearer you make their needs, the more likely you will hit the nail on the head and make a sale. How do needs start? They begin as problems or dissatisfactions your customer feels. and in order to develop those problems into needs, you follow the OPEN question selling technique which in summary is to ask:
– Operational questions to establish a jumping off base for the sale.
– Probing questions to expose a problem,
– Effect questions to explode the problem into other areas, and
– Nail-down questions to develop the importance of finding a solution.
Your job as a professional salesperson is to ask questions and control the conversation and ask your questions in a way that would lead the customer to your solution/product.
In addition to the above powerful questioning model, this program also covers the basics of properly handling sales objections and closing the sale. It stresses the fact that when a customer raises an objection during the sale, it’s not always bad news. In fact, it can actually be a buying signal. This mini training program introduces a simple objections handling model that enables you to deal with objections more confidently and professionally with a focus on a specific and effective technique to handle the most common objection “Price”. The program also introduces nine different sales closing techniques that will help sales people close sales more confidently, increase their closing rate and achieve financial objectives.
Key Learning Points
Ask questions that identify the customer’s problems.
Delve deeper into the customer’s needs to reveal specific areas of difficulty or dissatisfaction.
Direct questions towards a solution/product/service you have.
Point your questions towards the consequences, implications, or effect of the buyer’s problem.
Magnify the customer’s problems to the point where the customer feels a need to solve them.
Handle the different sales objections more effectively and confidently
Understand Nine different techniques that can be used to close the sale.
OPEN question selling technique.
Warm and hot needs.
Nail down questions.
Skill practice exercises.
Types of objections.
Objections handling model.
Handling the “Price” objection.
Nine closing techniques.
What do I get exactly?
You receive a zipped file instantly upon purchase that includes the following in MS office format
You will receive a secure link by email to download your purchase immediately after purchase.
The Fully Customizable Training package includes
What’s the difference between full-course packages and mini-course packages?
|What you get||Full-course package||Mini-Course Package|
|Duration||Complete 1 – 2 day training program||One session half day|
|Power point slide deck||√||√|
|Self-assessments||√ (select programs)||-|
|Additional Exercise sheets||√ (select programs)||-|
|22 Bonus activities||√||-|
|Training support documents (Evaluation form, Certificates, Program Outline)||√||-|
|Competitive review game||√||-|
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