Basic sales techniques

- Know the stages of the sales process
- Knowing how to prepare for a sale: setting goals and organizing the visit
- Acquire the most appropriate techniques to be used at different times in the
negotiation
- Develop skills in communication to effectively manage the customer relationship
- Knowing how to ask questions, designing a strategic analysis phase of the customer's real needs

- The course is suitable for those who are at the beginning of their business career
- Sellers
- Sales agents and technicians

Knowing your market: marketing for the salesperson
- Knowing the evolution of the market
- Knowing the customer's needs
- Competitive analysis
Organizing your sales action
- Tools for organizing: prospecting plans, area plans
- Optimal management of one's time
Apply the basic rules of good communication
- Barriers in communication
- Forms of communication
- Understanding and being understood
- Empathy and listening
Mastering customer dialogue tools
- Interview techniques
- Art of Silence
- Methods of rephrasing the question or concept
- Word choice
Use a common thread to direct the sale
- An established method: the 6Cs of selling
- A necessity: proceeding in stages
Preparing for a visit
- Information to be collected, tools to be provided
- Constructing the objective of the visit
- Establish a positive contact with the customer
- The rules of the 4-for-20
Techniques for conducting the first interview
- Presenting oneself and one's company
- The opening of the dialogue
Getting the customer to talk
- Information to be discovered
- Questions to ask
Structuring and adapting one's arguments
- what is a sales argument
- the method of constructing an argument
- Choice of arguments and search for adherence
Handling customer objections
- Techniques for handling customer objections
- How to rebut the most common objections
Conclude and present the price
- the green light of conclusion
- techniques to conclude
- when and how to talk about the price
- How to end a meeting and "sell" the next visit
Using the telephone as a sales tool
- Specificity of telephone communication
- Different uses of the telephone: making an appointment, raising an offer,
building loyalty, getting information
Exercises
- Personal development plan
- Winning behaviors in the sales approach - simulation