Training Program: Close More Sales (Service Company)       

Objective:

To provide participants with a systematic approach to selling and develop increased self confidence that will result in more in-home closed sales.

Who Should Participate?

Owners, managers, technicians, sales personnel, or any one who sells on occasion.

Benefits: 
•    Increase in home sales closings by 28%
•    Improve self confidence in the ability to close sales
•    Increase the number of add on sales of additional work and/or accessories

Training Description:
•    Discover why are sales important and how they are everyone’s responsibility
•    Learn to view sales as a seamless process
•    Understand the eight step sales process: opening the sale, the customer/client interview, the demonstration, trial closing, overcoming objections, closing the sale, customer confirmation and follow up to the sale
•    Realize the first sale starts with getting a customer appointment
•    Discover how to open the sale in a non-threatening person to person opening
•    Learn the essential elements in making a good first impression during the initial phone opening (template provided)
•    Understand how to establish rapport with the customer during the opening (at the door) (template provided)
•    Write opening lines that fit your market situation (template provided)
•    Practice opening the sale
•    Learn to transition into the customer interview  (provided template with examples)
•    Recognize the importance and value of taking notes during the interview process (sample note formats provided)
•    Understand the critical questions that need to be asked during the phone and in- home interview
•    Learn to summarize and confirm your findings before demonstrating
•    Discover how to formulate your sales approach by taking into account processing style, personality style and needs (template provided)
•    Practice sales interview
•    Learn to match customer needs with product features
•    Develop the FAB technique of demonstrations (phone and in-home) (template provided)
•    Recognizes the add on sales that exist (phone and in home) (template examples provided
•    Practice FAB
•    Discover the power of trial closing (phone and in-home)
•    Understand the power of giving your customer three options
•    Recognize the four times to overcome objections: before they happen, when they happen, later and never
•    Understand the process for overcoming objectives (template provided)
•    Practice overcoming objections
•    Learn to ask for the sale each and every time
•    Practice asking for the sale
•    Discover how to confirm the sale and avoid buyers remorse
•    Develop a follow up program for non buying and buying customers (examples provided)   

Training Program Length:  One day

Training Location:  At your business or other suitable site

Contact Us

Enrollment Form