Selling Techniques

Describe what makes a great salesperson
Understand the concept of profit generation
Discuss the dangers of discounting
Learn the concept of "lost leaders"
Discuss the importance of add-on and up sells
Understand the importance of selling the complete project
Learn the difference between commodities and blind items
Learn the techniques to choose their attitude while on the sales floor
Discuss the concept of "relationship selling" vs. "product selling"
Understand how our customers perceive salespeople
Learn the differences between features and benefits
Learn how to match a benefit to a feature
Understand the different types of features, convenience benefit, comfort benefits, safety benefits, attractive benefits, and value benefits
Know the importance of asking questions and listening to the answers
Ask open ended questions vs. closed ended questions
Understand the importance of "following up" with their customers
Handle customer's objections
Close the sale
Evaluate their sales process
Evaluate the competition's sales process
Understand the personalities customers have and the personality "shift"
Understand needs vs. wants