About this Course

This module specifies the selling skills and knowledge required to use product knowledge effectively to communicate with customers to develop a strong rapport and determine buying requirements. It also includes recommending appropriate products and services to customers, overcoming objections, maximising additional sales opportunities as well as closing and processing the sale.

Programme Outline

Establish Customer Requirements

•       When Customers Come Into Contact With You

•       Acknowledge and Establish Rapport with Customers

•       Determine Customer’s Needs

•       Understanding Customer’s Cues

Recommend Products and Services

•       Matching Customer’s Requirements

•       Product Features and Benefits

•       Recommending Products

•       Complying with Legal Requirements

Addressing Customers Objections

•       Reasons for Customer Resistance

•       How to Overcome Objections?

•       Coping with Rejection

•       Managing Customer Objections

Maximise Additional Sales Opportunities

•       Maximising Sales

•       Observing Customer Cues for Additional Sales

•       Additional Selling Techniques

Close and Process the Sales

•       Closing the sales Effectively

•       Sales Closing Techniques

•       Processing the Sales

Training Methodology

Classroom teaching, skill practice, role-plays, group discussions, Q&A and discovery learning

Duration

16 training hours & 1 assessment hour

Rate this course:

Log in to submit

Comments