Technical Sales Training - course outline Duration: 2.5 days. Maximum Class Size: 8. Target Audience: technical sales, support staff or field engineers. Prerequisites: None. Location: at a training facility in Lincolnshire, at any venue local to you, or on site at your own premises. Topics Mind magic • Understand what influences a customer's buying decisions, and use it to give you and your products a better reception • Reading your customer's mind through body language • How to communicate without saying a word. Showing respect • Investigating and planning for success: the least you should know before you even speak to your customer. A very good question, or several…. • Practising the four main question types, and using them to great effect. "I want one of those" • How to assess customer expectation, develop customer need and why it's so important to do first. When is a benefit not a benefit? • The pitfalls of basing a sale on features and benefits • How gain whole new markets for your existing products, and an edge over the competition. Embracing objections • Anticipate, recognise and prepare for objections • Handling objections gracefully and usefully. Sowing, tending and harvesting • Prospecting effectively, and turning potential customers into loyal buyers. Practical exercises • researching your customer's needs • presenting the right product to the right customer • selling the same products in different ways • overcoming objections. Top © Jazztech Solutions Ltd 1998-2011 All Rights Reserved Registered in England: 3626557 VAT No. 716 6271 34 > Back TETRA Land Mobile Technical Sales Training Needs Projects e-learning Contact About Training +44 (0)1522 789960