Selling requires multiple focuses. A balanced approach towards functional and interpersonal responsibility within the selling relationship will allow the salesperson to achieve and maintain an optimal position. The salesperson, who makes a concerted effort to identify and skillfully present solutions to the customer’s problems while managing objections as they arise, will accomplish optimal positioning.
The sales techniques presented here will help you towards that goal.
Module 1 - Exploratory Process The Exploratory Process is a key strategy used early in a customer relationship or when something in the customer’s buying process changes. It helps the salesperson develop an accurate understanding of the critical elements that make up the customer’s area of concern or need. This is the diagnostic phase of the relationship and allows for the development of trust, credibility and rapport.
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Module 2 - Overcoming Objections This Module deals with overcoming objections anytime during the sales process. The sales process is any exchange with the customer whether it is in person on the sales floor or while engaged in conversation with the customer on the phone.
Module 3 - Presentation Process Through the use of the Presentation Process, the salesperson is able to deliver his or her product or service in a professional, logical and complete manner. Because the customer is an integral part of the solution, the guided steps of the presentation process places the sales professional at a competitive advantage. This phase is where the customer realizes that your solution is the only solution.
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