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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:
- Identify reasons
why we don't confirm and obstacles to confirming.
- Identify different types of confirming
techniques.
- Write confirming statements
for several scenarios.
- Recognize accepting signals
and declining signals and understand what they are.
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Explain the importance of
follow-up in the communication process.
- Explain the importance
of action planning.
- Identify the elements
of an action plan.
- Create an action
plan.
Merit Training Corporation
Phone: 757-546-7703
e-mail: info@merittrainingcorp.com
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