Module 1: Introduction to Selling
Definition of Selling
The Definition of a Seller
The Definition of a Buyer
Selling
Sales Requirements
Sales Strategies and Tactics
Attitude
Ways we sell
Person-to-Person
Telemarketing
Direct mail
Email
Internet
Social Media
SMS/Texting
Seminars and Conferences
The Selling Process - Strategies and Tactics
The Selling Process
Sales Stages
Product Knowledge
Develop a Positive Sales Attitude
Enjoy Selling
Be Excited
Module 2: Prospecting Success Strategies
What is a Prospect?
Prospecting
A Customer Profile
Building Customer Profiles
Channel Ratings
Module 3: First Contact Success Strategies
First Contact
Establishing Buyer Trust
Building Rapport
Smile
Handshake
Use Names
Be Sincere and Friendly
Using a Trust Substitute
Common Ground
Compliment and Affirm
Professional Greeting
Professional Image
Be on Time
Body Language and Eye Contact
Step 1. Greeting
Step 2. Introduction & Rapport
Step 3. The Purpose
Step 4. Permission Question
Attention Grabbers
Module 4: Qualification Success Strategies
The Qualification Stage
Buying Criteria
Buying Motive
Qualification Steps
The Qualification Process
Discovery Questioning Styles
Close-ended Questions
Open-ended Questions
Alternative Questions
Assessment Questions
Reward Questions
Effective Listening Skills
Module 5: Presentation Success Strategies
The Presentation Stage
Delivering a Prospect-specific Presentation
Buyer Motives
Personal Attention
Safety
Financial T
To Own Things
Proof-of-Success
Product Demonstration
Success Stories
Customer Testimonials
Industry Reviews and Evaluation
Awards
Feedback
Keys to a Powerful Presentation
Energy & Passion
Be Positive
Assume the Sale
Module 6: Successful Objection Resolution
Resolving Objections
Buyer Objections
Strategies for Resolving Objections
Create Objection Responses that Reduce Conflict
Acknowledge
Identify With
Resolve
Uncovering Hidden Objections
Assessment Questions
Ready to Close
Fear of Buying
Module 7: Successful Closing Strategies
Closing Stage
The Fear Barrier
Seller’s Fear
Buyer’s Fear
Recognizing Buying Signals
Verbal Buying Signals
Non-verbal Buying Signals
Strategies for Closing the sale
Direct Close
Minor Point Close
Alternative/Multiple Choice Close
Action Close
Opportunity Windows Close
Benefits Close
Trial Product Close
Objection Close W
What if your prospect says “no”?
What do you do when a sale is lost?
Module 8: Wrap-up & Follow-up Strategies
Wrap-Up and Follow-up
Complete the Sale
Referrals
Follow-up and Repeat Sales
Quality of Service
Post-Sales Report
Warm Market
Strategies that Create Repeat Sales
