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OR03

RM5,000.00 RM4,500.00

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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

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