Secrets of Sales Success
As a salesperson you are in
the business of identifying customer needs.
You are a “problem detective”.
In a way, your product or
service is a key. You make
calls looking for locks that your key will open.
In the prospecting phase, you insert the key and find that it
fits. In the presenting phase, you twist the key and open the lock.
In the closing phase, you turn the handle and push the door open.
Who Should Attend
Anyone new to the field of sales or those
looking to enhance their selling skills.
Module 1:
Understanding Customer Needs
Module
2: Investigating
- Situation and Problem
Questions
- Situation/Problem Question
Exercises
- Situation & Problem
Questions Uncover Implied Needs
- Preparation Exercise 1
- Problem Question Worksheet
- Beyond Implied Needs
- Demonstrating Capability
Too Soon
- Need Identification
Practice
- Question/Needs/Feedback
Form
- Implication Questions
Develop Implied Needs
- Implication Questions
- Preparation Exercise 2
- Implication Question
Exercise
- Problem
Statements/Implication Questions Worksheet
- Transcript A
- Implication/Need-payoff
Questions: What’s the difference?
- Implication/Need-payoff
Exercises
- Need-payoff Questions
- Need-payoff Worksheet
- Need-payoff Practice
- Question/Needs/Comment
Form
Module
3: Demonstrating Capability & Obtaining Commitment
- Features, Advantages and
Benefits
- Features, Advantages and
Benefits Exercise
- Prerequisites for
Obtaining Commitment
- The Three Steps in
Obtaining Commitment
Module
4: Review
- Behavior Definitions
- 10 Key Review Points
Miscellaneous
- Role Play Scenarios
- Take
Home Application
- Open
Ended Questions
