Client Centered Selling Skills
Listen & Probe first, Sell second
This is a two day face-to-face Sales Training program (we’ve also adapted it to phone sales professionals). Each Sales Professional is videotaped seven times over the two days. It is built on a ‘Client Centered’ platform where the sales person does less talking at the beginning of the call and has the client/prospect do more talking up front. Formulas to Open the Call, listen, probe, qualify and identify the ‘motivators’ cover Day 1. Day 2, the sales person presents linking their products and services to the needs and motivators of the client. The sales person responds to objections, answers questions of interest and closes the sale.