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Trainingwarehouse | Crisp Self-Development | Browse the Complete List of Titles | Building and Closing the Sale

Trainingwarehouse > Crisp Self-Development > Browse the Complete List of Titles > Building and Closing the Sale

Building and Closing the Sale - Self-Directed Courseware Ref: CBACS Duration: One day Description: Set the stage for an easy and effective closing transaction every time. Learn techniques to build rapport with your prospects and guide them to a successful close. Address questions and objections with confidence. Strike the right balance between listening and speaking. Tailor your sales demonstrations to each client. Table Of Contents: Part 1: Building Rapport Closing: An Essential Chapter of the Selling Process Rapport = Trust Pre-Interview Trust Builders Communication Techniques That Build Trust Opportunity: A Favorable Juncture of Circumstances Finding Something in Common Is a Myth Part 2: An Ethical Approach to Closing Success Uncovering Prospects' Needs Ask a Provocative Question To Obtain the Keys to Fort Knox, Use a Take-Away Transition Avoid the Product or Service Trap Part 3: Ask In-Depth, Probing Questions Producing Profitable Interactions 1. Ask Open-Ended Questions 2. Phrase Questions Carefully 3. Rephrase and Redirect to Maintain Control 4. Deal with Negatives Head-On 5. Use the Most Powerful Principle in Communications Part 4: Demonstrations That Close The Demonstration Phase of Closing Appeal to Your Prospect's Emotions Three Important Rules Give Intellectual Proof Ask Trial Closing Questions Answer Objections as Questions, Not as a Roadblock to Your Sale! Beginning the Close Part 5: Closing Is a Process Finalizing Your Sale Recognizing Buying Signals Create a Sense of Urgency Just Ask! Summary Additional Reading Price: (7 or fewer items) £9.95 Price: (8 to 19 items) £9.45 Price: (20 or more items) £8.96		Quantity:

Building & Closing the Sale Instructor Edition Ref: CBACSIE Duration: One day Description: This training program is designed to help you acquaint others with the skills associated with building and closing a sales transaction. In this course, participants will learn how to increase their chances of a successful sale, address customer objections and questions, tailor their sales demonstrations to each customer, and ask the right questions to close the sale. Table Of Contents: INTRODUCTION Welcome and Introductions Learning Objectives and Agenda MODULE 1: Building Rapport Closing: An Essential Part of the Selling Process Building Trust Trust Builders The Time Factor Communication Techniques That Build Trust The First Moments Small Talk MODULE 2: Ethical Approach to Closing Success Uncovering Prospects¿ Needs Remain in Control MODULE 3: Asking Good Questions Ask Open-Ended Questions Phrase Questions Carefully Rephrase and Redirect to Maintain Control Deal with Negatives Head-On Listen MODULE 4: Demonstrations That Close The Demonstration Phase Intellectual Proof Retrieving Information and Visual Aids Product or Service Benefits Trial Closing Questions Answer Objections as Questions MODULE 5: The Closing Process Beginning the Close Finalizing Your Sale Recognizing Buying Signals CONCLUSION: Learning Objectives Review Course Evaluation Price: £17.95		Quantity:

Trainingwarehouse > Crisp Self-Development > Browse the Complete List of Titles > Building and Closing the Sale