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Take Action: Persuading the Client to Say Yes!

Asking a customer for their business isn't always easy. Natural fears of rejection or failure, or uneasiness with a customer may prevent closing the sale. This module reviews:
  • Common obstacles to closing
  • Proven techniques to confirm the customer's willingness to buy
  • Recognizing and handling buying and danger signals from customers

AUDIENCE
This module is designed for managers and salespersons needing skills in confirming a positive buying decision.

FORMAT AND LENGTH
This module can be presented in two to four hours, depending on participants' skill level and teaching objectives. The module includes:

  • Break out groups to solve team problems
  • Discussion on techniques for team development
  • Exercises and presentations
  • Practice sessions and role plays
COURSE MATERIALS
The participant's workbooks contain reference text and exercises, are bound and three hole punched. The module is divided into three sections, one for each phase of training: the Pre-Workshop Assignment, the Workshop Material, and the Post-Workshop Action Items. Participant's workbooks can be used for classroom instruction or on a self-paced basis.

The leader's guide contains the same material as the participant's workbook, with the addition of a section of introductory notes, answers to exercises and explanatory margin notes. The leader's notes contain tips and techniques on setting up and administering the session, checklists, and other teaching aids. Other beneficial components include:
  • A listing of suggested videos which complement the material.
  • Notes which highlight key points, provide tips for training, and detail competencies to be gained.
  • Margin Notes on the workshop materials which guide the leader through the material and indicate when to ask questions, encourage discussion, use flip charts, break into groups, and refer to specific material.

OBJECTIVES OF THE MODULE

By the end of this module, the participants will be able to:

  1. Identify reasons why we don't confirm and obstacles to confirming.
  2. Identify different types of confirming techniques.
  3. Write confirming statements for several scenarios.
  4. Recognize accepting signals and declining signals and understand what they are.
  5. Explain the importance of follow-up in the communication process.
  6. Explain the importance of action planning.
  7. Identify the elements of an action plan.
  8. Create an action plan.


Merit Training Corporation
Phone: 757-546-7703
e-mail: info@merittrainingcorp.com



 


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