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Modules

Utilise the seven–step process to enhance sales

Step 1 – Preparation

• What are some of the things we need to do to be prepared and why?

Step 2 – Greeting

• First response
• Building Rapport

Step 3 – Determining Needs

• Finding out what the customer wants
• Asking good questions
• The 30-second Challenge
• Generating great questions
• Practice

Step 4 – Features and Benefits

• Defining the difference
• Product knowledge issues

Step 5 – Overcoming Objections

• Identifying the common objections
• Techniques to overcome them

Step 6 – Summarising

Step 7 – Closing the Sale

• Some useful ways of gaining commitment
• Use of effective questioning to identify the needs of the customers
• Use features and benefits to introduce products to clients
• Be able to deal effectively with the five principle customer emotional responses
• Assess their own performance in relation to the use of the skills taught
• Improve customer service levels by effectively managing the client