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Session One
- Understanding excellence
- Finding the right prospects
- How to get an appointment
- Having enough opportunities
- Managing an efficient pipeline
- Thorough qualification
- Making a great first impression
- Creating instant rapport
- Tapping innate ability
Session Two
- Questioning skills
- How to persuade with questions
- Listening skills
- How to use listening to persuade
- Recognising personality style
- Adapting style to enhance rapport
- Identify personality led preferences
- How people are persuaded
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Session Three
- How to prepare a presentation
- How to prepare for a presentation
- Ten ways to stand out from the crowd
- How to write compelling sales letters
- How to create winning proposals
- How to recognise buying signals
- How to turn around buying objections
- When and how to ask for the order
Session Four
- How to notice when negotiation starts
- How to blunt negotiation tricks and ploys
- How to obtain critical information
- Preparation, forethought and planning
- Testing learning
- Completing the Sales Exam
- Learning from experience
- Seeking sales excellence
- Maintaining development momentum
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Introduction
Fees
Feedback
Pre Course Assessment
Small Groups |
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