MODULE 1

Prospecting

What is prospecting?

Distinguish ‘suspect', ‘prospect', ‘customer'?

Different kinds of Prospects (motor mouth/silent/complicated)

What are the Prospecting Techniques? (telecall / eyeball/ coldcall/

Clubs& societies, radiation, records, prospect spotters, General Observation)

MODULE 2

Sales Talk

Broad question – open broad question, closed broad question

Narrow question, leading question,

Uses and disadvantage of various types of questions.

Smoke screen , techniques for cutting through smoke screen

MODULE 3

Objection Handling

What is objection? Six common objections, Objection expression techniques, handle objection before it is raised – OQAC model, Objection Handling – READY model.

MODULE 4

Trial Close – Types of Trial Close

Sales Close - Buying signals, Shiok, Various types of sales closing questions – Basic/twin barrel/ring back/if close/asset & liability close/elimination close)

Courseware Free download

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