Module 1 Sales Process and Discovery
Connect with your customer and understand their needs and objectives thoroughly before you sell them anything.
Asking open-ended questions helps you connect to your customer and their core requirements.
Putting Open-Ended Questions into Action
Examples of how open-ended questions work in sales scenarios.
Prioritizing Requirements and Hot Buttons
Make sure you know your customers most important requirements.
Discovery for Your Business
Here are some more examples of open-ended questions. Let’s think about how to apply open-ended questions to your sales process.
Summing up Discovery
Discovery is the all-important first step of the sales process. Get this right and you are in the perfect position to move to the next step and build value.
Module 2 Build Value and Needs Resolution
Transition from Discovery to Build Value
Now that you have done your Discovery it is time to make a smooth transition to the second step of the sales process and Build Value.
Needs Resolution and Creating Value
This is the introduction to Needs Resolution. This is where you Build Value for your customer and their core requirements.
Features Advantages & Benefits
The best way for you and your customer to look at your offer is by its features, advantages, and benefits
Features are the tangible elements, technical specs and processes that make your product or service work
An advantage is anything that gives the buyer’s a lifestyle or business advantage. These are the superior, more favorable aspect of what you sell.
Putting FABs together
Stringing Features, Advantages and Benefits together empowers your customer because it defines what is on offer as well as what it will do for them.
A value proposition is a simple statement that summarizes why a customer would choose your product or service
Putting USPs, FAB s and VPs into Practice
Here is an example of how I put Unique Selling Points, Features, Advantages and Benefits, and Value Propositions together to help raise vital funds for an international aid organization.
Module 3 Gain Commitment and Close
Objective of Closing
This lesson introduces the basic sales process and techniques that make closing easy and successful.
Close-Ended Questions and the Closing Staircase
In this lesson we break down the anatomy of the close and how to use a series of closes which we call a closing staircase.
The Final Close
The final close can be a difficult one so let’s focus on how we can make that easy on you and the customer
Dealing with Objections
Dealing with objections is much easier when done on a closing staircase. This is how you do it.
Using an Objection to Close the Deal
Sometimes you can use an objection as a trigger to close the deal.
Successfully Turning an Objection Around
An example of how my team and I successfully turn an objection around to win a new customer
Module 4 Affirm the Sale
Affirming the Sale
Once you have closed the deal it is important to affirm that the buyer has made a great decision. This helps defuse buyer’s remorse and set you up for repeat business
What Others Have Said
Phil Mace – Multi Media Engineer
This was a great course that supprised me what I did not know. Going back to basics reminded me that I need to go into a selling situation with a plan and a method. Now to put it into practice Thank you