The salesmen may face the following confusion:
- Have no idea what the client is thinking about so do not know what to do
- Do not know how to make appointments and how to build closer relationship with the clients
- Do not have selling skills to advance and get the deal
- Do not know how to sell products according to the clients’ needs
In front of such dilemma, most salesmen will unconsciously introduce products to the clients according to their own thoughts and thinking methods. When the clients raise different opinions, they will immediately provide various data to prove the quality of the products. In this way, they often forget the thoughts and requirements of the clients, as well as their psychological changes when purchasing some products.
The course focuses on:
- Help participants understand the customers' buying mentality, and advance the selling process accordingly to make the deal
- Help participants master selling skills and process to be professional and effective
Program features:
- Tricks and action of sales: Understand clients’ psychological changes first, and then grasp sales skills
Help the students to understand the clients psychological changes when purchasing; reach clients’ heart to perceive the issues in the perspective of the customers; pay attention to the changes of the clients’ words, behaviors and psychology; obtain silent approval of the clients in each step of the sales; promote to the next level on a steady basis; acquire customer consensus in the end; win customers’ trust.
Systematically understand the entire process of sales; grasp the behaviors of sales; according to the psychological changes of the customers, skillfully use integrated sales technology to improve sales competitiveness
- Working scenario practice
Participants will go through a lot of role-plays and receive comments to change behaviors and mentality.
How you will benefit
- Reinforce basic selling skills and behaviors
- Stop vending and build trust with clients
- Optimize selling efforts and improve competitiveness
What you will cover
Get ready
- Salesman’s roles and missions
- The difference among average, good and excellent salesman
Three influence-based selling elements
- Customer’s buying psyche
- Three elements
- Concentration
- Approval
- Trust
Five selling actions
- Approach: establish an atmosphere of exchange
- Encourage: invite the customer to speak out
- Ask: clarify the customer’s needs
- Open-ended questions
- Closed questions
- Semi-closed questions
- Demo: show capability to convince the customer
- Check: confirm the consensus reached with the customer
Six-phase selling process
- Making preparation
- Peacetime preparation
- Prepare for a sales call
- Opening
- What a good opening achieves
- Common ways to make an opening
- Exploring needs:
- What is customer needs
- SPIN-Situation
- SPIN-Problem
- SPIN-Implication
- SPIN-Need pay-off
- Making proposal
- Feature
- Advantage
- Benefit
- Closing
- Seize the timing to close
- Closing steps and tactics
- Handling objection
- Doubt
- Misunderstanding
- Actual faults
* Sequenced by surname alphabetical order.
“Very brilliant course in such a short period of time.”
“Very practical and tense-structured. ”
“A very good guidebook for salesmen. ”