| Sales Meeting Skills |
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| ESTABLISH RESPECT, GAIN COOPERATION, MANAGE AGREEMENT |
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| LEARN HOW TO: |
- build the commercial relationship
- make the sale
- establish repeat business
- raise self-motivation
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| AIM TO: |
- understand the buyer
- gain cooperation
- adapt the product to the buyer
- close on what is possible
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| ESTABLISH: |
- rapport
- patience
- objectivity
- empathy
- respect
- agreement
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| OBJECTIVES |
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| The seminar enables participants to: |
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| Be Customer Orientated |
- demonstrate understanding of buying and selling
- work on the basis of what the customer needs
- build positive relationships and cooperation
- relate the product to this understanding
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| Relate the Product to the Customer |
- show confidence and belief in the product
- understand product features and customer requirements
- present the product in terms of customer advantages
- manage the discussion from this point of view
- close effectively
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| Get Agreement |
- manage the buying process and build the right relationship
- create security, respect and trust between the buyer and seller
- stimulate the motivation to agree
- persuade and influence the customer
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| Manage the Meeting |
- question, listen, summarise, and present
- understand the customer's view of value
- relate the product to these values
- establish confidence, cooperation and agreement
- close on agreement
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