You will learn why selling skills are a must-have for a successful person in the 21st century! We will analyze the sales process step-by-step. We will prepare for the process, identify the wishes of the client, create a strategy, establish contact, and enter into a deal. And in the additional materials you will find the main principles of successful sellers.
We will introduce you to various sales methods. We will compare traditional and modern sales methods and take the best from each method. As a result of the lesson, we will learn how to build relationships with the client: to establish an emotional connection, identify their needs, and find solutions to a client's “pain”. The additional materials include 9 elements of a successful deal according to Donald Trump, instructions for negotiating, and the principles of “soft power” for persuasion with RAIN.
In this lesson we will dive deeper into building customer relationships. You'll find out why first impressions are responsible for 90% of your success, why IBM salespeople aren't allowed to have a beard, what benefits a smile gives, and how simple attentiveness can lead to a customer being on your side. In the additional materials is a checklist for the characteristics of a successful manager.
You will learn how to please customers. You will learn how to start a dialogue correctly. Which issues should be avoided and which will help to steer the conversation in the right direction. What moment you can start selling and how to make the client feel important. How not to cross a fine line, making compliments, and why listening is sometimes more important than passion.
In addition to the lesson, a valuable list of stop-phrases that can put off the most loyal customers, as well as a list of qualities that make a sales genius a regular seller.
We will learn to ask customers the right questions. You will learn how to phrase a question in such a way that it does not annoy, but causes the client to engage in a dialogue. You will familiarize yourself with the main types of questions and understand which is better to use in different situations. The ability to ask the right questions is one of the main qualities of a successful seller. In the additional materials you will learn how to have a dialogue with a client: ask the right questions, have an effective dialogue scheme, and stop-words.
We will delve into the topic of sales and long-term relationships with a client, as well as continue to study the art of asking the “right” questions. You will get a ready-made algorithm for preparing questions. We will analyze two methods of questions - persuasion and the client's awareness of his problems. Thanks to the additional materials, you will learn how to respond to customers who refuse services and how to determine the customer’s willingness to make a purchase.
We will learn to determine the character of a person and, using this knowledge, find the key to even the most demanding client. By the end of the lesson you will understand how to determine the nature of the client: how to understand what he wants from life, what he values most in his life, and what basis he makes his decisions.
In the additional materials you will find instructions on how to get around the secretary - the main obstacle to negotiations with company management.
Now that you understand the process and psychology of sales, you are now ready to consider sales in the context of a product. You will learn how to properly present the benefits of a product to a client and make a presentation correctly. We will analyze common and not so common objections of customers and teach you how to respond to them. You will also learn how to use the question technique in dealing with objections. And in addition to the lesson there will be a detailed checklist for working with objections.
The last lesson is about the most important point in sales — closing the deal. This is the culmination of the whole course - all of the previous lessons have led smoothly to this crucial moment. You will learn how to break down the process of closing a transaction into small steps, how not to screw everything up with one phrase, and the little tricks that can lead to big sales. In addition to the lesson there is a review of final questions in order to have successful negotiations.