OVERVIEW

The art, discipline, techniques of selling have traveled many different paths over the centuries. Whether one is doing research or actually working in businesses it is obvious the path to selling effectively has gone from simple to highly sophisticated and back again. This program doesn't mean to oversimplify the process of selling something, but it will make it understandable and easy to implement by sticking to the basics. The program breaks down the Art and Science of Selling into a no-nonsense set of guidelines that will make even the most novice of salespeople a success.

FOUNDATION

• Selling is both an art and a science

• A good salesperson truly cares about their customer

• Successful sales arise from the feeling of responsibility to help the customer

PARTICIPANTS WILL BE ABLE TO

• Appreciate the power of being fully prepared

• Learn how to handle and overcome objections

• Ask better questions

• Listen what the customer is really saying

• Realize the importance or getting detailed information

• Close the sale

• Appreciate the importance of following up after the sale

• Understand and use the following successfully

  • SHOW the customer ... DON'T TELL THEM

  • FEEL what the customer FEELS

  • LOOK to see how and if you can HELP

  • HEAR what the customer HEARS

  • MAKE CALL after CALL after CALL – the power of prospecting

  • LEAD the customer

  • SEEK to FIND out their situation

  • WORK HARD

  • LOVE what you are doing

  • Get the customer to TALK

  • GIVE MORE ... TAKE LESS

  • CARE MORE