Course Objectives

• Increase sales immediately
• Provide a complete understanding of the sales process
• Help in planning each step of the sale
• Understand the Three psychological keys to decision-making
• Provide the tools to stay motivated
• Improve relationships with clients prospects

Who Can Benefit?

• Sales representatives of all levels
• Sales managers
• Marketing managers and representatives
• Customer service professionals

Course Outline

• Buyer's hidden issues
• What is Ethos and why it is needed in every sale
• Why the first 15 seconds are crucial to the sale
• The keys to building rapport
• Persuasion triggers applicable to Ethos
• The importance of image
• The power of associations
• Which questions should be asked during the Ethos stage
• The 8 emotional reasons why buyers buy
• Pain & Pleasure, the driving forces behind all purchases and how to create them
• Using the right words to influence the prospect
• The art of storytelling
• Persuasion triggers applicable to Pathos
• Which questions should be asked of the prospect during the Pathos stage?
• How to apply your competitive advantages
• The 25 logical reasons for buyers
• How is a professional buyer measured within his company?
• Syllogism and Enthymeme
• Why Logos needs to be present in every sale
• Characteristics Vs. Benefits
• Which questions should be asked of the prospect during the Logos stage?
• Individual behavior profiles
• Examination of behaviors
• Increase self-awareness and develop successful behaviors
• How to communicate effectively with each person
• How to identify when someone is lying to you
• Listening skills
• How to secure an appointment
• How to qualify a prospect
• Things you should know prior to the sales call
• How to begin a sales call
• How to overcome objections
• What is missing E, P or L?
• Closing techniques
• Closing remarks

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