WINNING SALES TECHNIQUES


BACKGROUND:
Today, everyone in the company must be a salesperson. This program is designed as an introduction to the multiple aspects of sales for those who have not been traditionally trained in the art of sales. It is also an excellent refresher and update for those who have been trained in sales and have some field experience. Since interpersonal communications is a major portion of any sales effort, extensive emphasis is put on customer service and dealing with the customer from a human standpoint, rather than statistically. The ideas presented in this course are designed to help you become a better servant and friend to the customer, both internal and external. Throughout this program, our goal is to help the salesperson understand that sales is truly a profession and must be practiced in a professional manner. Whatever happens, we must remember the customer is our livelihood.

DESIGNED FOR:
This program is designed for people who have not been technically trained in sales, but who must now act as a sales representative. It is also an excellent review and reminder for seasoned salespersons. Everyone will benefit from attending the sessions.

OBJECTIVES:
This course will educate members of corporate management and the technical team in the art of successful customer communications. Participants will:

  • Understand the technical aspects of sales.
  • Understand the techniques necessary to focus their efforts.
  • Learn a global view of the company and will understand the importance of selling the company, not just a product line.
  • Build long-term customer relationships.
  • Understand why buyers act as they do.

TOPICS COVERED:
  • An Overview of Human Nature
  • Typical Buyer Characteristics
  • Prospecting Guidelines
  • Making the Purchasing Agent Happy
  • How to Reach the Decision Maker
  • Features, Advantages, and Benefits
  • How well do you know your customer?
  • Steps in a Sales Presentation
  • Ways to Close a Sale
  • Don't Cave in Under Price Pressure
  • Benefits vr
  • And Much, Much More


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Copyright 2014 - William N. Hodges

Hodges Seminars International
P.O. Box 89033
Tampa, FL 33689-0400
Phone: (813) 641-0816

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