Setting clear objectives and planning
- Clarify your outcomes for the sales
- Planning and prioritizing
Establish report
- Build and maintain rapport comfortably, professionally and with integrity
Explore needs
- Use key questioning techniques
- Raise awareness of preferred personal and interactive styles
- Advanced listening skills
- ‘Pacing’ the client
Close professionally
- Presenting benefits
- Managing questions, reservations and objections
- A range of approaches and scripts for asking the closing question
- Recognizing when to close
Positive emotional state
- Choose and keep positive states that work for you
- Access positive states instantly and at will
Non-verbal messages
- Read and interpret clients’ signals, including buying signals, signs of hesitation or reservation, signs of ‘buying in’ or incongruence
- Explore and/or confront negative signals sensitively and professionally
- Raise personal awareness of your own non-verbal messages