Course Objectives

Research and setting objectives – making the most of your time

Understanding what it is that makes customers buy

Identifying decision makers and the correct use of questions to identify sales opportunities

How best to present your case using benefits not features and how best to quote your price

Buying signals and closing the sale

Developing a range of closing techniques to meet individual sales situations

Understanding why objections occur, the need to look for the hidden reasons

Customer behaviour patterns and their effects on the buying and selling process

Making successful cold call appointments

Body language in business

Individual role-play and syndicate exercises – delegates have the opportunity to plan and carry out a real situation of their choice