Offer presentation
Participants will learn how to present an offer using the Feature-Value-Benefit model. During the exercises they will learn that appropriate arguments and the use of benefit language have a positive impact on the customer.
They will also practice using appropriate phrases and behaviors that will not lead to the “creation” of a difficult customer. Next, they will compile a list of customer objections and their sources, so they can understand the impact of their moderated sales process on minimizing customer objections. They will also learn and practice the best techniques for taking objections. Finally, participants will discuss the customer’s buying signals and practice techniques for closing the sale. Use the skills learned to create a customized implementation plan
Knowledge
- Feature-Value-Benefit model
- sources of customer objections
- the 6-step objection conversation model
- objection elimination techniques
- techniques for closing the sale
Results
- participants are able to use the language of benefits when presenting an offer,
- participants read, correctly interpret and appropriately react to signals of the client’s readiness to buy,
- participants acquire knowledge about the principles of maintaining contact with customers and motivating them to buy,
- participants have the skills to quickly and professionally respond to customer objections,
- participants master the skills of practical application of methods of closing a sale.
Training methods
Participants will work individually and in teams using case studies, prepared worksheets, and group discussions.
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