DIRECT SALES

I WILL GIVE YOU SOME OUTLINE OF THE PROCESS,
HOW YOU WILL SELL TO A CUSTOMER.

STAGE 1 --ESTABLISHING YOURSELF

-how you will introduce yourself to the customer.
-how you will approach the customer
-how you will create interest for the customer
-how you will grab the attention of the customer
-how you will establish rapport with the customers

STAGE 2 --DEVELOPING CUSTOMER NEEDS

-how you will you profile the customer
-how you will define the needs of the customer
-how you will probe the customers
-how you will determine the customer needs

STAGE 3 --PROPOSING YOUR PRODUCT AS SOLUTION

-how you will advocate your solution
-how you will recommend your products as a solution
-how you will sell benefits of your products
-how you will motivate the customer to make a decision in your favour

STAGE 4 --HANDLING OBJECTIONS

-how you will manage cutomer resistance
-how you will handle the customer objections

STAGE 5 - CLOSE THE SALES
-how you will seek customer commitment
-how you will help the customer to close the sale.
-how you will take the order.

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Telesales Agenda

Professional telephone techniques.
Projecting a professional image;
making effective outgoing calls;
building rapport;
voice presentation skills;
creating good first impressions on both internal and external calls.
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Why customers buy.
Customer transition and the psychology of buying;
how to match sales with customer needs and wants;
creating powerful ‘attention-getters’ designed specifically to improve the positioning of your products and organisation with the customer.
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Opening the call.
How to create impact and capture the customers interest in the first few vital seconds of the call.
Developing high impact statements and questions that keep you in control and make the customer want to listen to you.
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Questioning techniques and need finding.
Using open and closed questions to uncover real customer needs.
Using questions to discover problems and create value in solutions provided by your product.
Active listening techniques; hearing the whole picture.
Paraphrasing and summarising needs as a transition to selling the benefits of your product.
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Benefit selling.
Adding value to your product;
how to present both known and unknown benefits.
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Closing skills.
Watch for Buying Signals.
Closing with confidence and recognising when to close the client .
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Handling objections.
Understanding the types of objection; dealing with objections effectively; overcoming the gate-keeper; keeping control during a call.
Selling value. How to increase the 'average value' of each order by selling the value that matches customer needs
Cross Selling
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Manage Post-Call Activities

* Keeping records and promises
* Meeting deadlines
* Managing the Customer Relationship
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regards

LEO LINGHAM

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LEO LINGHAM

PRINCIPAL:BestBusiCon Pty Ltd