INTRODUCTION
Some products and services don’t require hard selling techniques. The buyer only needs some guidance in making the selection. Many buyers appreciate this approach and prefer to purchase through salespeople who use what’s called the soft sell.
Soft sell is the use of suggestion and gentle persuasion to make a sale rather than aggressive pressure. Soft selling uses statements or questions to suggest a conclusion. There is no coercion. You state a relevant fact and give the buyer room to make the decision. A soft sell is designed to avoid angering potential customers and pushing them away.

KEY BENEFIT
Upon completion of this program, participants will be able to :
 Build confidence, overcome fears and concerns, and provide real world skills necessary to a business services environment

THE ABILITY TO SHINE

Module 1 – How To Use Customer-Centric Selling To Build Loyalty and Revenues
 Add-Value: Talk About the Problems Your Customers Want to Solve “What’s Keeping You Awake At Night?” Technique
 Establish Rapport And Building Trust
 See Why Price Is Not The Primary Buyer Consideration
 How Can Customer Service Professionals Successfully Influence Purchase Behavior
 Exploratory Discussion On Businesses That Use The Low-Pressure Sale Technique

THE CONSULTANT IN YOU

Module 2: Sharing Ideas With Your Customers
 Live And Breathe Your Products And Services
o See How They Are Applied In The Market In Subtly Different Ways
 Questioning And Listening Skills
o Ask The ‘Right’ Questions
 Prepare, In Advance, The Questions You Will Ask
 Open The Sale With A Good Question
 Ask Open-Ended And Indirect Questions
 Ask Need-Development Questions
 Ask Questions That Help You Identify Dominant Needs
 Ask Questions That Pinpoint The Dominant Buying Motivations
 What Are Offensive Or Insensitive Questions
o Listen Actively To Your Prospect’s Responses
 Ask – Then Shut-Up And Listen
 Use Active Listening Techniques

ACHIEVE GREATER RESULTS

Module 3 : Identifying And Understanding Buying Signals
 Are You Aware When Customers Are Sending Hidden Buying Signals
o How Is Your CRM System Helping You Routine Collect Customer Behavior Information?
o Relationship Driven Language
 Hone Yours And Team Language Skills
o Gain Greater Access To The Buying Team
 Ways To Hone Your Team’s Skills To Gain Access

Course Curriculum

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