LEASING & SALES WORKSHOPS

Module 1
High Impact Telephone Sales [order]
Maximize your selling effectiveness over the telephone! Phone sales don't have to be high-pressure situations when you know how to establish credibility and answer key questions. Once you master these techniques, you'll be able to use your phone skills to generate leads, qualify prospects, follow-up on inquiries, close sales, and get repeat business.

Audience

Sales, leasing, customer service representatives, marketing and sales managers, appointment setters

Highlights

• Answer and overcome the most common objections
  
• Determine whether the prospect is qualified
  
• Present your case without making the call too long
  
• Close sales with each of the four types of buyers
  
• Use probing, prompting and paraphrasing techniques to increase the conversion from telephone traffic to walk-in traffic

Module 2
Relate To The Client: Developing Rapport and Trust [order]
To sell effectively, it is critical to develop and maintain relationships with clients by creating trust and a good rapport. The ability to relate well often determines who gets the sale and maintains a long-term relationship. To achieve a sale, prospects and customers must feel some connection to their sales representative. This workshop emphasizes:

• Communication techniques for projecting a positive image
  
• The importance of building in-common connections
  
• Creating a comfort zone between you and your customer

Audience

Sales and leasing professionals

Highlights

• Developing a relationship with prospects and clients
  
• Specific techniques for establishing personal connections with clients
  
• Establishing a win-win relationship

Module 3
Discover Your Client's Needs: Questions To Ask [order]
Asking appropriate questions and actively listening are key elements in uncovering whether a customer has a need that can be filled and knowing which key issues need to be addressed when presenting one's products or services. Only after discerning potential concerns and problems can the best possible solutions be offered.

Audience

Sales and leasing professionals

Highlights

• Questioning strategies
  
• Open and close-ended questions
  
• Customer needs and expectations
  
• Listening and responding techniques

Module 4
Present Solutions: Connecting Features & Benefits [order]
Sales people often focus too much on the "features" of their product or service when selling. To be effective it is critical to position what they are selling based on the benefits their customers will receive.

Audience

Sales and leasing professionals

Highlights

• Critical elements for making effective sales presentations
  
• Make benefit statements regarding products or services
  
• Link features of product or service with benefits
  
• Obtain customer feedback during the sales process
  
• Create customer commitment

Module 5
Resolve: Overcoming Objections & Resolving Issues [order]
Objections should be viewed as a prospect telling the salesperson about issues that need to be resolved before they will buy. Objections point out what benefits of a proposed solution must be better positioned. This workshop will teach you techniques for handling common objections to products or services.

Audience

Sales and leasing professionals

Highlights

• Recognize verbal and non-verbal objections
  
• Methods for handling objections
  
• Solutions for overcoming resistance
  
• Identify Red Flags from the customer
  
• Distinguish fact from opinion · Obtaining feedback

Module 6
Taking Action: Helping the Customer Say Yes! [order]
Asking the customer for their business isn't always easy. Natural fears of rejection, failure or uneasiness with a customer may prevent the sale. Too often a customer is ready to move ahead but needs help in making the right decision. This workshop will teach you closing techniques that work.

Audience

Sales and leasing professionals

Highlights

• Obstacles to closing sales
  
• Confirming techniques
  
• Buying signals and danger signals
  
• Closing methods
  
• Solicit confirming statements from buyers
  
• Action plans for confirming sales in different situations

Module 7
High Performance Sales: Putting It All Together [order]
This workshop summarizes Modules 1-6 of the High Performance Sales Series. This program can be taught as the culmination course of the Sales Series or as a refresher course. Participants learn/review: relating, discovering, presenting, overcoming objections, and strategies for closing a sale in an overview approach tailored to your company's needs. Extensive role-play, skills practice and case studies provide the foundation for the application/review of this program.

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