'Solution Based Selling' Training Program Content

Module 1   Becoming a Change Agent

• Customers are not product oriented
• How change impacts buying decisions
• Top performers think like customers
• Creating the motivation to take action
• Solving customer problems is the key

Module 2   Selling from the Prospect's Viewpoint - Request a Preview CD  

• Selling is a transference of belief
• Enhancing your belief and using empathy
• How buying decisions are made
• Selling from the prospect's viewpoint
• Effective pre-call planning and post-call analysis

Module 3   Solidifying the Relationship

• Selling is a continuum, not an event
• Quickly gaining trust and confidence
• Opening meaningful conversation
• Effectively using compliments
• Being informed through effective questioning
• What we must know to be well informed

Module 4   Opening the Mind and Logically Justifying the Decision

• Importance of showing interest in your customer
• How to open the customer's mind and arouse curiosity
• Four questions we must answer to the customer's satisfaction
• How to use evidence to defeat disbelief
• Effectively using logic and emotion

Module 5   Validating the Value

• People buy emotionally and justify logically
• How to artfully direct the prospect's thinking
• Persuasive communication is benefit oriented
• Customizing your presentation to your customer
• How to use facts and benefits effectively

Module 6   Effecting Closure

• Knowing when to close and the action you want
• Close when the customer is ready to buy
• Probe to read the prospect's buying temperature
• Building customer confidence by seeking opinions
• Techniques for closing that gain commitment

Module 7   Meeting and Verifying the Roadblocks to Success

• Professionals don't quit when they meet resistance
• How to meet the 'no' professionally
• Probing without pressure
• Burying excuses without upsetting the prospect
• How to verify the prospect's true concern or objection

Module 8   Answering Objections

• When to answer objections
• How to use empathy when answering objections
• Selling value, not price
• Putting objections in proper perspective
• Effectively answering and reversing objections