Objective: Help executives understand new sales techniques for closing successful and mutually beneficial deals.

Target audience: Executives involved in sales and people who want to enrich their knowledge with the new trends in sales techniques.

Topics to be discussed:

  • The sale stages
  • Preparation
  • Approach – Open
  • Closing a sale
  • Presentation – Handling Objections
  • Reasons for Objections
    • Advantages of Objections
  • Characteristics of Successful Selling
  • The gap in quality service
    • The 5 “gaps” in service
  • Ways of Communication
    • Body Language
    • Verbal vs. Non Verbal Communication
  • Handling Problems & Complaints
  • How to handle cold sales
  • Finding new customers
  • Identify the real needs of the customer
  • The characteristics of good and bad telephone voice
  • 7 Reasons why people do not listen
  • Handling Complaints
  • Teamwork
  • Types of customer behaviors
    • Unfaithful
    • Talkative
    • Silent
    • Undecided-Hesitant
    • Complaining
    • Persistent
    • Enthusiastic
    • Indifferent
    • Bluffer
    • Polite
    • Rationalist
    • Analytic
    • Authoritative
    • Dynamic