Let the Customer Buy

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“Let the Customer Buy” Sales Training	$245.00
This Guide is the perfect complement to the Video Library. It is pure technique training, and there are 180 pages of exercises, templates, and summaries of the videotape sessions.

“Let the Customer Buy” A Professional Sales Resource Our modular approach enables you to use the program for: 1. Enhancing the skills of any Sales Representative toward the Master Level 2. Initial skill development for the new Salesperson to jumpstart Performance 3. Coach particular skills to groups or individuals -- “Fix What is Wrong” 4. Use the power of repetition enabling self-improvement for each Salesperson via a 250-page Review Guide, PLUS access to Video & Audio

“Let the Customer Buy”
A Professional Sales Resource

Our modular approach enables you to use the program for:

1. Enhancing the skills of any Sales Representative toward the Master Level

2. Initial skill development for the new Salesperson to jumpstart Performance

3. Coach particular skills to groups or individuals -- “Fix What is Wrong”

4. Use the power of repetition enabling self-improvement for each Salesperson
via a 250-page Review Guide, PLUS access to Video & Audio

Exercises and Reviews covered in this manual are:

I. INTRODUCTION TO THE SCIENCE OF SELLING
“High Pressure vs. Professionalism”
• Skills vs. Technique
• Be in command of the sale, but not obvious command

II. PROFESSIONALISM
“Customers . . . First, Last and Always”
• Attributes of a Top Producer
• The proper mental attitude – not Product Provider,
but Valued Counselor
• Real vs. false enthusiasm
• Empathy -- the “Test for the Top”
• Making Customers into long-term Clients
• The Prospect will tell you where you are weak in the Selling Process
“ANALYZE, ANALYZE, ANALYZE”

PROSPECTING

III. BLUEPRINTING
“Planning your Call Strategy”
• Qualifying the Prospect; making Prospecting easy • Determining the sophistication (or lack thereof) of Buyers
• Preparing and Developing the all-important Approach > Pivot interview • Identifying causes of Call Reluctance

IV. ESTABLISH RAPPORT AND TRUST
“Making a Favorable First Impression”
• Getting into comfortable conversation
• Versatility - the key to adapting to a Business or Individuals
• Establishing an aura of Competence and Trust
• Gaining and keeping a Prospect’s attention
• Bridging from conversation to business
• How to handle the Prospect who says: “I don’t have a need !”
• Turning Non-Buyers into Buyers

V. AROUSE INTEREST
“Eliminating ‘I’m not interested.’”
• Arousing curiosity -- for an appointment or a seminar
• Opening the closed mind to financial ideas
• Selling Prospects on “The Next Steps
• Getting prospective Buyers to say, “I want to hear more!”
• Appealing to the Emotional Incentives to Buy
• Appealing to the Logical Reasons to Invest
• Developing an interesting, compelling Product Presentation

TOP LINE OBJECTIVES: The Prospecting Systems will help you to improve your Appointment Ratio, your Presentation Ratio and your attitude toward Prospecting as you learn how to handle:

“I’m not interested.”
“My needs are already taken care of.”
“I’m happy with my current supplier.”
“Do you know how many guys like you call me?”

THE PRESENTATION

VI. UNITS OF CONVICTION
“Communicating Your Unique Advantages”
• Getting ahead of your competition and keeping them out . . . forever
“Why do business with us rather than _____?”
• Evidence defeats disbelief
• Features, benefits and claims that are appealing to THAT Prospect
• Developing a well-prepared, provocative presentation
• Selling your Product Solutions to individuals or business professionals
• Cost justification - the “price is right”
• Making the “sale after the sale” - Quality Recommendations

VII. THE TRUE SECRET OF CLOSING
“Knowing When to Close”
• Determine the Prospect’s Temperature
• Magic Questions . . . take the sting out of Closing
• Cut your selling time in half . . . see more people
• Give the Buyer credit for their intelligence . . . Customers > Clients

VIII. BUYING SIGNALS
“Listening . . . Watching . . . Ready for Closing”
• Finding when they’re ready to buy
• What they say when they’re ready to buy
• Improving listening skills
• What they do when they mentally become Clients
• Being observant

IX. LET THE CUSTOMER BUY
“Order Asking Questions”
• Knowing how to close effectively . . . without high pressure
• Creating the climate for a mutually beneficial decision
• Making the decision easy for the Prospect
• Eliminating Buyer remorse
• Establishing support for the “Client for a Lifetime” relationship

TOP LINE OBJECTIVES: The Presentation Modules help to make you a more effective Presenter, make more effective Proposals, improve your Production/Sale, and increase Referrals to the point that you may never make “Cold Calls” again !

Most importantly, you will improve your ability to get the deal;
after all, you are “Paid to Close.”

HANDLING OBJECTIONS

X. FINDING THE REAL OBJECTION
“Lose the Fear of the Explosive ‘No !’”
• Don’t answer Objections that do not exist
• Persist without upsetting the Prospect
• You cannot “overcome” Objections
• Keep the Prospect on track; get them thru the Planning Process
• Remain in control, but not obvious control

XI. DEFUSE THE OBJECTION
“Don’t Fight the Prospect”
• Objections are questions in disguise
• Win an argument / lose a sale
• Lower emotion so you can sell
• Empathy cushions - your most powerful attitude skill

XII. WELCOMING OBJECTIONS
“Reducing the Impact of Prospects’ Concerns”
• Verify the real Objection
• Know the 7 types of Objections
• Know the 5 ways to answer Objections
• Know the 4 times to handle Objections
• Don’t fight Objections; welcome them
• Breaking their strong relationships with your Competition
• Removing excuses for not doing business with you

TOP LINE OBJECTIVES: The Objections Modules increase your confidence in your ability to handle any situation. This enhances your self-image and confidence that you now have business solutions to solve Client’s problems (and reduce their resistance).

We show you how to handle ALL Objections, including:

“I don’t pay list price.”
“I can’t afford this kind of monthly outlay!”
“Why should I buy from you?”
“Fred Williams is my representative, and I like working with him.”
“I have enough already.”

Remove the obstacles to the sale, and you get more sales. It’s that simple.

XIII. CREATING DESIRE
“The Strength of Emotional Appeal”
• Logic vs. Emotion -- Emotion wins
• Making Prospects aware of their Problems & Opportunities
• Letting the Prospects see themselves benefiting from your products • Using powerful language that appeals to the senses
• An advanced understanding of the Dominant Buying Motive

XIV. WEIGHING CLOSE
“Eliminate ‘I want to think it over’”
• Recognizing why Buyers procrastinate
• Getting them to complete the Decision Process NOW
• Outweighing their concerns with your Product’s advantages
• Summarizing the presentation

XV. GETTING APPOINTMENTS
“The Telephone as a Sales Tool”
• Losing the fear of the phone
• Knowing why Salesperson are rejected on the phone
• Making all the appointments you will ever need
• Eliminating excuses for not seeing you
• Getting in to see the busy Prospect
• Handling Voice Mail and the screening Secretary
• Eliminating the “Cold Call” forever

XVI. GOALS
“The Secret to Your Success”
• Aligning your goals and your Company’s objectives
• Organizing habits and time
• Long-term and short-term goals
• Action Steps for TOP LINE Performance--“I will improve by …”

RG 300 “Let the Customer Buy” Sales Training $ 245

"Our success is measured by your improved performance."

Lee DuBois Technologies
1025 Arlinbrook Drive
Trinity, FL 34655

1-800-658-0055
Email:

"Our success is measured by your improved performance."

Lee DuBois Technologies 1025 Arlinbrook Drive Trinity, FL 34655

1-800-658-0055 Email:

Lee DuBois Technologies
1025 Arlinbrook Drive
Trinity, FL 34655

1-800-658-0055
Email: