Introduction
Building Profitable Relationships
- Identifying Key Individuals
- Prospecting
- Influencers and Decision Makers
- Talking to the Right Key Individuals
- Making that Good First Impression
- How to Win Friends and Influence People
- Dale Carnegies Six Principles of Relationship
- Whats In It For Me? (WIIFM)
- Honesty and Integrity
Advanced Objection Handling
- Analyzing the Reasons for Objections
- Seeing What We Can Do
- Listen – Probe – Advise (L-P-A)
- Exercise: Objection Handling
- Uncovering Objections
- Seven Types of Objections
- Turning Objections into Selling Opportunities
Advanced Selling Techniques
- Cross Selling
- Up Selling
- Value Added (Suggestive) Selling
- Advancing Opportunity
- Exceeding Customer Expectations
- Giving Recognition
Controlling the Conversation
- Starting a Quality Prospecting Conversation
- Listeners Control Conversations
- Trial Closing
Advanced Questioning Skills
- Creating an Opportunity: Situation vs Problem Questions
- Difficulty Questions
- Negative and Positive Answer Questions
- Directive Questions
- Rhetorical Questions
Negotiation Tactics
- Problems with Positional Bargaining
- Opening Up the Negotiation
- Points for Better Negotiation
- You Have Alternatives
- Reverse Psychology in Negotiation
Writing Effective Proposals
- How to Construct a Proposal
- Important Factors to Consider
- Putting It All Together