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Most sales professionals are always looking for ways to overcome customer objections and close the sale. This workshop will help you teach participants how to plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections they encounter, and improve their batting average at closing the sale.
The units you will be undertaking will enable you deal with objections and use them appropriately to sell your presentaion or products.
How You will Benefit:
- Understand a wonderful paradox: helping other people get what they want gives us more of what we want.
- Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
- Recognize the difference between features and benefits of products and services.
- Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive in handling objections and more successful at asking for the business
- Use different types of selling for different situations.
- Identify ways to find new clients and network effectively.
- Discuss how working with your sales team can help you succeed.
Introduction and Course Overview
You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
How to Get People to Like You
Participants will examine the twelve rules of likeability in small groups. Then, the large group will reconvene and discuss its conclusions.
What Influences People in Forming Relationships?
There are seven main things that influence people in forming relationships. During this session, we will cover what those influences are and how participants can ensure they are a positive factor in your relationships.
Disclosure
Joe Luft and Harry Ingraham developed the Johari Window, a way of looking at our self-awareness and our ability to ask feedback of others. We will look at the Johari Window in detail during this session.
How to Win Friends and Influence People
One of the most popular books ever written was Dale Carnegie’s How to Win Friends and Influence People. We will spend this session looking at some of its tips.
Communication Skills for Relationship Selling
The two most basic elements of good communication are asking questions and listening to others. We will cover both skills in depth during this session.
Non-Verbal Messages
Did you know that your words convey only 7% of your message? We’ll discuss what the other 93% is made up of, and how you can ensure that your body is sending the same message as your words.
Managing the Mingling
During this session, we will discuss some tips on mingling, including ways to remember peoples’ names.
The Handshake
During the important first few minutes of a new relationship, a handshake is usually the only body contact between two people. We will discuss and demonstrate the five key elements of a good handshake.
Small Talk
Being able to small-talk successfully is one of the most crucial skills a businessperson can develop, but it’s also one of the hardest. We’ll discuss some basic do’s and don’ts of small talk.
Networking
Once you have started a network of business associates, how do you organize your contacts? We will answer this question to wrap up the day.
Course Conclusion
At the end of the day, participants will have an opportunity to ask questions and fill out an action plan.
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