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Selling Skills for the Small Business Owner: Learn what to say & what not to say to generate sales.
Even if you don’t like to sell, this seminar will make you more comfortable and enjoy the process of establishing a relationship, building rapport, diagnosing the needs of your clients/customers, and ultimately closing the sale.
You’ll learn:
1) The purpose of the opening, building rapport and trust
2) How to answer the all important question of the prospect: What’s in it for me?
3) Hot to write an intent statement for an existing customer, new prospect, and phone prospect
4) How to ask the right questions to discover the needs or “hot buttons” of your prospect, including open-ended, closed-ended, wish list, testing the extremes, and peeling the onion
5) How to make your presentation, focusing on the benefits that sizzle and the features that confirm usefulness, as well as the over all value proposition
6) How to negotiate solutions
7) How to use “Isolate, Confirm, Empathy, and Solution (ICES) to handle objections
8) How to close effectively without your prospect feeling pressured, including the “test close” or “trail close” questions
9) How to develop role playing games that makes handling objections fun and easy
10) How to develop your own action plan that is based on leveraging your strengths and overcoming your weaknesses
11) The importance of metrics: measuring your performance to improve your results
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