“ Here are the face-to-face skills and techniques needed to persuade and convince a prospect to buy from you. This Handbook contains a number of workshops that allow you to analyse your customer's needs, and develop scripts and scenarios that give you the best possible chance of overcoming objections and obtaining the sale.”
Authors: Eric Smith and Jon Warner
Here are the face-to-face skills and techniques needed to persuade and convince a prospect to buy from you. This Handbook contains a number of workshops that allow you to analyse your customer's needs, and develop scripts and scenarios that give you the best possible chance of overcoming objections and obtaining the sale.
The First Sales Handbook deals with finding and managing prospects for your products or services.
The Third Sales Handbook provides many techniques and examples to help close a sale and preserve long term relationships.
This handbook is part of a series containing self-paced questionnaires and workshops and examples to enable people to improve their skills.
Handbook Contents:
The ground rules
Buyer behavior
Selling and bargaining techniques
What a sales person needs
The parts of sales negotiation
The sales presentation
Effective communications
Appropriate forms of presentation
The objection handling strategies
Factors influencing buyer behavior
Summary
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Here are the face-to-face skills and techniques needed to persuade and convince a prospect to buy from you. This Handbook contains a number of workshops that allow you to analyse your customer's needs, and develop scripts and scenarios that give you the best possible chance of overcoming objections and obtaining the sale.
