(Generic Outline - All Training is Customized for Individual Clients)
Understand and Apply Key Elements of Consultative Selling
- Intention - Be determined in advance
- Relationship - Build rapport with your customers
- Discipline - Be self-disciplined and practice
- Skill - Learn the skills and techniques required
Call Path Control - The LAMA© Technique
What it is and Why it Works!
- L - Listen
- A - Acknowledge
- M - Make a Statement
- A - Ask a Question
Learn to Sell Consultatively - You Never Have to be "Pushy" Again!
- Soft Sales - What to Say and How to Say it
- Understand the Difference and Learn to Speak Confidently about:
Features
Benefits
Competitive Advantages
Seven Steps to a Successful Call
- Opening Greeting
- Determine the Needs of the Customer
- Present Sales Message
- Skill - Learn the skills and techniques required
- Handle Objections
- Handle Objections
- Wrap-up
The Key to Sales and Retention is - Ask the Right Questions!
- The Art of Asking Questions
- Five types of Questions
- Questions to Use and Questions to Avoid
- Ask a Question that Serves the Customer, Company and the Agent
"Handling" Objections - No need to "Overcome"
Open the Conversation to Solve, Resolve or Dissolve the Objection.
Three Ways to Handle Objections
- Emotional
- Demonstrative
- Logical
"Handling the Upset Customer" Turn Irate into "You Rate with Us."
- Learn the 3 Upsets and How to Handle them
- Unfulfilled Expectation
- Thwarted Intention
- Undelivered Communication
Stimulate Solutions and Actions
- Use Suggestions and Recommendations
Use Suggestions and Recommendations
- Trial Closing Techniques
- Direct Closes
- Assumptive Closes
- Alternate Choice or Contained Choice Closes
Wrap-up Skills
- Summarizing the Agreements
- Invite Action
- Sell the Next Step in the Relationship
- How to Say Good-Bye
We will customize this course to the situations you have exactly. Let us give you a program that will be accepted by your Customers, Used by your Agents and bring Retention of it's Customers to the Company.
(Generic Outline - All Training is Customized for Individual Clients)
All training programs include instruction, interaction, skills practice, exercises and role-playing on various parts of the course.
Understand and Apply Key Elements of Consultative Selling
- Intention - Be determined in advance
- Relationship - Build rapport with your customers
- Discipline - Be self-disciplined and practice
- Skill - Learn the skills and techniques required
Call Path Control - The LAMA© Technique
What it is and Why it Works!
L - Listen
A - Acknowledge
M - Make a Statement
A - Ask a Question
Three Ways to Up-Sell and Cross-Sell
- Recognize and Act on Buying Signals - What is a Buying Signal?
- Seed the Sale - Plant the Seed and Prepare the Customer for the Up Sell or Cross Sell.
- Traditional/Transitional Method -Smoothly Transition to Additional Sales.
"Handling" Objections - No need to "Overcome"
Open the Conversation to Solve, Resolve or Dissolve the Objection
- Three Ways to Handle Objections:
- Emotional
- Demonstrative
- Logical
Closing Skills
- Trial Closing Techniques
- Direct Closes
- Assumptive Closes
- Alternate Choice or Contained Choice Closes
Wrap-up Skills
- Summarizing the Agreements
- Invite Action
- Sell the Next Step in the Relationship
- How to Say Good-Bye
One-on-one Coaching is added to every training course. The importance of using the skills from the training immediately is required. Coaching is essential.
We will customize this course to the situations you have exactly. Let us give you a program that will be accepted by your Customers, used by your Agents and retain your Customers for Life
(Generic Outline - All Training is Customized for Individual Clients)
Understand and Apply Key Elements of Consultative Selling
- Intention - Be determined in advance
- Relationship - Build rapport with your customers
- Discipline - Be self-disciplined and practice
- Skill - Learn the skills and techniques required
Call Path Control - The LAMA© Technique
What it is and Why it Works!
- L - Listen
- A - Acknowledge
- M - Make a Statement
- A - Ask a Question
Learn to Sell Consultatively - You Never Have to be "Pushy" Again!
- Soft Sales - What to Say and How to Say it
- Understand the Difference and Learn to Speak Confidently about:
Features
Benefits
Competitive Advantages
Seven Steps to a Successful Call
- Opening Greeting
- Determine the Needs of the Customer
- Present Sales Message
- Skill - Learn the skills and techniques required
- Handle Objections
- Handle Objections
- Wrap-up
Make Offers for Additional Services or Sales
- Transition to Sales or Conclude the Call?
"Handling" Objections - No need to "Overcome"
Open the Conversation to Solve, Resolve or Dissolve the Objection
Three Ways to Handle Objections
- Emotional
- Demonstrative
- Logical
Three Ways to Up-Sell and Cross-Sell
- Recognize and Act on Buying Signals - What is a Buying Signal?
- Seed the Sale - Plant the Seed and Prepare the Customer for the Up Sell or Cross Sell.
- Traditional/Transitional Method -Smoothly Transition to Additional Sales.
Closing Skills
- Trial Closing Techniques
- Direct Closes
- Assumptive Closes
- Alternate Choice or Contained Choice Closes
Wrap-up Skills
- Summarizing the Agreements
- Invite Action
- Sell the Next Step in the Relationship
- How to Say Good-Bye
We will customize this course to the situations you have exactly. Let us give you a program that will be accepted by your Customers, used by your Agents and retain your Customers for Life.
(Generic Outline - All Training is Customized for Individual Clients)
All training programs include instruction, interaction, skills practice, exercises and role-playing on various parts of the course.
Understand and Apply Key Elements of Consultative Selling
- Intention - Be determined in advance
- Relationship - Build rapport with your customers
- Discipline - Be self-disciplined and practice
- Skill - Learn the skills and techniques required
Call Path Control - The LAMA© Technique
What it is and Why it Works!
- L - Listen
- A - Acknowledge
- M - Make a Statement
- A - Ask a Question
Sell Using Relationship Skills
Be a Sales Consultant - What to Say and How to Say it
Offer Only What Will Benefit Your Customer
- Understand the Difference and Learn to Speak Confidently about:
- Features
- Benefits
- Competitive Advantages
The Key to Sales is - Ask the Right Questions
- The Art of Asking Questions
- Five types of Questions
- Questions to Use and Questions to Avoid
- Ask a Question that Serves the Customer, Company and the Agent
Stimulate Buying Action
- Use Suggestions and Recommendations
Transitional Statements
- Bridge the Gaps to Information Selling
- Bridge the Gaps to Up-Selling and Cross- Selling
Closing Skills
- Trial Closing Technique
- Five types of Questions
- Assumptive Closes
- Alternate Choice or Contained Choice Closes
"Handling" Objections - No need to "Overcome"
Open the Conversation to Solve, Resolve or Dissolve the Objection
Three Ways to Handle Objections:
- Emotional
- Demonstrative
- Logical
Learn How to Make Offers for Additional Services or Sales
Transition to Sales or Conclude the Call
Wrap-up Skills
- Summarizing the Agreements
- Invite Action
- Sell the Next Step in the Relationship
- How to Say Good-Bye
Three Ways to Up-Sell and Cross-Sell
- Recognize and Act on Buying Signals - What is a Buying Signal?
- Seed the Sale - Plant the Seed and Prepare the Customer for the Up Sell or Cross Sell.
- Traditional/Transitional Method -Smoothly Transition to Additional Sales.
We will customize this course to the situations you have exactly. Let us give you a program that will be accepted by your Customers, used by your Agents and retain your Customers for Life.
(Generic Outline - All Training is Customized for Individual Clients)
Understand and Apply Key Elements of Consultative Selling
- Intention - Be determined in advance
- Relationship - Build rapport with your customers
- Discipline - Be self-disciplined and practice
- Skill - Learn the skills and techniques required
The Importance of the Outbound Greeting
- Love-Me Trust-Me in the first 20 seconds
- Permission Marketing
- The Second Opener is Essential
- The Second Question Must Engage the Customer
Call Path Control - The LAMA© Technique
What it is and Why it Works!
- L - Listen
- A - Acknowledge
- M - Make a Statement
- A - Ask a Question
Learn to Sell Consultatively - You Never Have to be "Pushy" Again!
- Soft Sales - What to Say and How to Say it
- Understand the Difference and Learn to Speak Confidently about:
Features
Benefits
Competitive Advantages
Seven Steps to a Successful Call
- Opening Greeting
- Determine the Needs of the Customer
- Present Sales Message
- Skill - Learn the skills and techniques required
- Handle Objections
- Handle Objections
- Wrap-up
The Key to Sales and Retention is - Ask the Right Questions!
- The Art of Asking Questions
- Five types of Questions
- Questions to Use and Questions to Avoid
- Ask a Question that Serves the Customer, Company and the Agent
"Handling" Objections - No need to "Overcome"
Open the Conversation to Solve, Resolve or Dissolve the Objection.
Three Ways to Handle Objections
- Emotional
- Demonstrative
- Logical
Stimulate Solutions and Actions
- Use Suggestions and Recommendations
Transitional Statements
- Bridge the Gaps to Information Selling
- Bridge the Gaps to Up-Selling and Cross- Selling
Three Ways to Up-Sell and Cross-Sell
- Recognize and Act on Buying Signals - What is a Buying Signal?
- Seed the Sale - Plant the Seed and Prepare the Customer for the Up Sell or Cross Sell.
- Traditional/Transitional Method -Smoothly Transition to Additional Sales.
Closing Skills
- Trial Closing Technique
- Five types of Questions
- Assumptive Closes
- Alternate Choice or Contained Choice Closes
Wrap-up Skills
- Summarizing the Agreements
- Invite Action
- Sell the Next Step in the Relationship
- How to Say Good-Bye
We will customize this course to the situations you have exactly. Let us give you a program that will be accepted by your Customers, Used by your Agents and bring Retention of it's Customers to the Company.
(Generic Outline - All Training is Customized for Individual Clients)
All training programs include instruction, interaction, skills practice, exercises and role-playing on various parts of the course.
Introduction to Trainer and Training
Customer Service is a Soft Selling Skill - Obtain a Buy-In
It is a Service to Ask for Sales
- You are not "Pushy" if Your Offer is Appropriate to Your Customer
- "Customers Don't Know What They Don't Know"
- Serving the Customer May Include a Sales Offer
- Let the Customer Decide
Understand and Apply Key Elements of Extraordinary Care
- Intention - Be determined in advance
- Relationship - Build rapport with your customers
- Discipline - Be self-disciplined and practice
- Skill - Learn the skills and techniques required
Call Path Control - The LAMA© Technique
What it is and Why it Works!
- L - Listen
- A - Acknowledge
- M - Make a Statement
- A - Ask a Question
Understand the Difference and Learn to Speak Confidently about:
- Features
- Benefits
- Competitive Advantages
Transitional Statements
- Bridge the Gaps to Information Selling
- Bridge the Gaps to Up-Selling and Cross- Selling
Three Ways to Up-Sell and Cross-Sell
- Recognize and Act on Buying Signals - What is a Buying Signal?
- Seed the Sale - Plant the Seed and Prepare the Customer for the Up Sell or Cross Sell.
- Traditional/Transitional Method -Smoothly Transition to Additional Sales.
Wrap-up Skills
- Summarizing the Agreements
- Invite Action
- Sell the Next Step in the Relationship
- How to Say Good-Bye
One-on-one Coaching is added to every training course. The importance of using the skills from the training immediately is required. Coaching is essential.
We will customize this course to the situations you have exactly. Let us give you a program that will be accepted by your Customers, used by your Agents and retain your Customers for Life.
