Sales: Practical Techniques

Introduction

• Welcome

1. Understanding Sales

• Staying on the sales tightrope
• Prescribing, not selling

2. Building a Sales Relationship

• Introduction: Building a sales relationship
• Do you need to be liked?
• First impressions and body language
• Make me feel important
• Being a great listener
• The sales-questioning funnel
• Four types of people
• Delight factor

3. Diagnosing the Sale

• Introduction: Diagnosing the sale
• Finding out their needs
• Building their needs
• Get them to say it

4. Prescribing a Solution

• Introduction: Prescribing a solution
• The difference between features and benefits

5. Handling Objections

• Introduction: Handling objections
• Can objections be a good thing for sales?
• Feel, felt, found
• Preparation is the key to sales
• Overcoming the "It's too expensive" objection

6. Closing Sales

• Introduction: Closing sales
• The principle of closing
• The words to use when closing
• Keeping the ball in your court

7. Efficiency and Measurement in Sales

• Introduction: Efficiency and measurement in sales
• Seven essential principles of sales efficiency
• The science of sales measurement

Conclusion

• Thank you