Sales Training (Basics) - Einzellizenz
Einzeltrainerlizenz
Freiberuflich tätige Trainer, Einzelunternehmer und private Anwender.
Basically, each and every employee in the company is involved in sales and distribution, for a company subsists on sales. You will provide your participants with the necessary basics about selling as well as with psychological background knowledge and required conversation and sales techniques. In practical exercises, you will show your participants how selling really works.
Table of contents
Introduction
Basics of selling
Performance maximization
setting goals / achieving goals
Three phrases of a sales conversation
Contact phase
The contact phase - the first step toward your success!
Body language as a means of communication
Basics of communication
Communication and meaning
"Words do not represent reality"
Levels of communication
Communication occurs on two levels
Avoid suicide words and emotive words!
Examples of emotive phrasings
Optimum outline of the contact phase
Customer needs analysis
Needs analysis
Identify customers' needs
Needs and motivations
Hierarchy of needs
Psychology of customer motivation
Correct question techniques
Who asks, leads - who argues, loses!
Don't tall - ask!
The course of interest during a sales conversation
Active listening
Control and feedback
Balancing a conversation
Offer phase
The offer phase - the second step toward your success!
Correct presentation of product and performance advantages
Development of needs
Argumentation technique
Reducing inhibitions and obstacles
How to deal with dissent
10 dialectic possibilities for dealing with dissent
Phrases for dealing with dissent
Conclusion phase
The done deal - our success!
Buying signals
Price negotiations
Psychologically minimizing the price
Discussing prices successfully
Appropriately dealing with rebate negotiations
Concluding the deal
Conclusion techniques and reaction triggers
Additional conclusion techniqes and reaction triggers
Reinforcing
Reinforcers enhance customer loyalty
