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Objectives

• Obtain a client’s written consent to complete the sales process.
• Complete three actions to help you when building relationships with clients.
• Ask situation-appropriate questions during the sales process.
• Respond to a client based on his or her stage of need.
• Explain how your product or service meets the key issues.
• Manage a client’s anxiety by speaking plainly, asking for feedback, and sharing success stories.
• Complete the five stages of  negotiation.

The Delegates

Individuals who want to learn how to build relationships with customers and gain their commitment during a sales interaction.

Contents

• Background Information
• Correctly list the six basic steps of the sales process.
• Obtain a client’s written consent to complete the sales process.
• Correctly list three actions you must complete before a client will commit to buying.
• Building Relationships
• Complete three actions to help you when building relationships with clients.
• Demonstrate honesty, authority, reliability, and competence.
• Ask situation-appropriate questions during the sales process.
• Follow three guidelines for gathering information.

• Demonstrating the Need

• List the three stages of need.
• Respond to a client based on his or her stage of need.
• Differentiate between personal and economical objections to buying.
• Help clients visualize themselves benefiting from your product or service.
• Satisfying the Need
• Restate a client’s key issues.
• Explain how your product or service meets the key issues.
• Manage a client’s anxiety by speaking plainly, asking for feedback, and sharing success stories.
• Gather specific information before negotiating.
• Complete the five stages of negotiation.

The Discount

10% in case of Three P. (or more)