How your sales force can double its efficiency and productivity by changing and improving their behavior from “telling” to “selling” through the techniques of effective listening and probing to the needs of their customers.
Most sales people do not know their customer’s T.R.E.N.D.S. and therefore what questions to ask.
Modern sales is all about solution selling and consulting with the customer on how his needs can be satisfied with (some) of the products the seller is offering.
Now the participants can learn the basics of :
- Managing “their” customers
- Controlling the sales call
- Handling (price) objections
- Closing the sale