Ziglar Selling
Objections (2 hours)
In the selling process, prospects will often express objections. Participants will learn to question objections to identify the real concerns, and use a positive empathy statement to show concern.
The Person (2 hours)
Upon completion of this module, participants will: assess seven areas of life and determine personal balance; develop action steps to build a better self; and learn techniques to build better relationships with other people, family, community, coworkers, and prospects.
Back to Top
The Process (2 hours)
In this module, participants will learn how to implement a prospect-oriented sales process and use specific questioning techniques to uncover the real needs, issues, and concerns of the prospect. Participants will also uncover techniques to gain confidence when closing the sale.
Back to Top
The Product (2 hours)
What do prospects, or potential customers, want? Participants will learn to identify those wants as well as implement the "feature-function-benefit" strategy. In addition, how to interpret the real value of products and services will also be discussed.
Back to Top
The Prospect (2 hours)
In this module, participants will identify the four behavioral styles of the prospect and develop a strategy for selling and communicating more effectively with each style.
Back to Top
The Psychology of Selling (2 hours)
Selling successfully takes skill and commitment. Participants will learn the advantages of recognizing opportunity and acting quickly. In addition, they will examine the reasons why consumers buy any product or service.
Back to Top
|
