Sales Questions Mini Cours Training Material Package

Professional Sales Questioning, Handling Objections and closing Mini course

$99.95 $129.95

Duration: Half day session

Audience: Sales professionals

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Overview

This mini course focuses on a sales professional’s most important skills: asking good questions, handling objections and closing the sale. While anyone can learn what questions to ask, this program focuses on how to ask questions in a way that will get your customers to open up. the program introduces a proven, step-by-step professional sales questioning technique that can be put into action immediately, in any sales situation.

This powerful sales questioning technique is all about asking the right questions in a particular order. By following a specific questioning model where you work collaboratively with the customer to arrive at a mutually beneficial solution.

Customers buy because they have needs. If there's no need, there's no sale. A big part of being a professional sales person is to identify, develop and satisfy the needs of your customers. The clearer you make their needs, the more likely you will hit the nail on the head and make a sale. How do needs start? They begin as problems or dissatisfactions your customer feels. and in order to develop those problems into needs, you follow the OPEN question selling technique which in summary is to ask:

- Operational questions to establish a jumping off base for the sale.
- Probing questions to expose a problem,
- Effect questions to explode the problem into other areas, and
- Nail-down questions to develop the importance of finding a solution.

Your job as a professional salesperson is to ask questions and control the conversation and ask your questions in a way that would lead the customer to your solution/product.

In addition to the above powerful questioning model, this program also covers the basics of properly handling sales objections and closing the sale. It stresses the fact that when a customer raises an objection during the sale, it’s not always bad news. In fact, it can actually be a buying signal. This mini training program introduces a simple objections handling model that enables you to deal with objections more confidently and professionally with a focus on a specific and effective technique to handle the most common objection “Price”. The program also introduces nine different sales closing techniques that will help sales people close sales more confidently, increase their closing rate and achieve financial objectives.

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Key Learning Points

list Ask questions that identify the customer's problems.

list Delve deeper into the customer's needs to reveal specific areas of difficulty or dissatisfaction.

list Direct questions towards a solution/product/service you have.

list Point your questions towards the consequences, implications, or effect of the buyer's problem.

list Magnify the customer's problems to the point where the customer feels a need to solve them.

list Handle the different sales objections more effectively and confidently

list Understand Nine different techniques that can be used to close the sale.

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Brief Outline:

list OPEN question selling technique.

list Operational questions.

list Probing questions.

list Warm and hot needs.

list Effect questions.

list Nail down questions.

list Skill practice exercises.

list Types of objections.

list Objections handling model.

list Handling the "Price" objection.

list Nine closing techniques.

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Training Material Samples

Slide Samples

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Trainer Guide Samples

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Workbook Samples

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What do I get exactly?

The Fully Customizable Training package includes

You receive a zipped file instantly upon purchase that includes the following in MS office format

Fully Scripted Training Guide

Participient Reference Workbook

Powerpoint Slide Presentation

$99.95 $129.95

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You will receive a secure link by email to download your purchase immediately after purchase.

The Fully Customizable Training package includes

Fully Scripted Training Guide

Participient Reference Workbook

Powerpoint Slide Presentation

What’s the difference between full-course packages and mini-course packages?

What you get Full-course package Mini-Course Package
Duration Complete 1 – 2 day training program One session half day
Trainer Guide
Student Workbook
Power point slide deck
Self-assessments √ (select programs) -
Additional Exercise sheets √ (select programs) -
22 Bonus activities -
Training support documents (Evaluation form, Certificates, Program Outline) -
Competitive review game -

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	Pay using any major debit or credit card or using Paypal

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You will be taken to a download page to instantly download your purchase

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You will also receive your download links by email

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Unzip the file/s and get all your documents in MS office format

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Receive a package of extensive and well structured training course materials complete with comprehensive trainer guides, delegate workbooks, power point slides, activities and exercises as well as several support documents from evaluation sheets to attendance certificates so you have all you need to run a successful training program.

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Standalone modules can easily be added to enliven your training material

Standalone modules can easily be added to enliven your training material

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Fun, competitive review game to end on a high note

Fun, competitive review game to end on a high note

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