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Objectives

• Complete a key-issues matrix when speaking to clients.
• Ask specific questions to help them understand clients’ decision-making practices.
• Complete nine steps when creating a sales presentation.
• Create presentations that are persuasive, stimulating, focused, and flexible.
• Determine a client’s true objections.
• Use interpersonal and leadership skills to respond to objections.

The Delegates

Individuals who want to learn how to deliver a sales presentation in an effective manner and overcome clients’ objections.

The Contents

• Background Information
• Describe and implement the six steps of the sales process.
• Avoid basing your sales strategy on common sales myths.
• Identify a client’s key issues.
• Differentiate between a benefit and a feature.
• Take a proactive approach to sales.
• Anticipating Objections
• Understand the importance of anticipating objections.
• Complete a key-issues matrix when speaking to clients.
• Ask specific questions to help you understand clients’ decision-making practices.
• Recognize the difference between stalling and raising objections.
• Identify common objections to making purchases.
• Differentiate between price and cost.
• Creating and Delivering a Sales Presentation
• Complete nine steps when creating a sales presentation.
• Create presentations that are persuasive, stimulating, focused, and flexible.
• Differentiate between implicit and explicit presentations.
• Influence clients’ perceptions during sales presentations.
• Prevent environmental factors from affecting your presentations.

•   Responding to Objections

• Identify reasons why people do not buy.
• Overcome difficulties when responding to objections.
• Determine a client’s true objections.
• Use interpersonal and leadership skills to respond to objections.
• Look for behavioral clues when responding to objections.

• Course summary.

The Discount

10% in case of Three P. (or more)