What is the best way to open a new sales talk? Do you start by saying how good your products and services are, or do you start with some small talk about the weather? Or is it better to start by introducing yourself?

The first 30 seconds of a sales talk are crucial. You never get a second chance to make a good first impression. This module will give you a number of tips and tricks to set the scene in a positive way, to raise your customer's attention and to kick off for a successful close.

A sales person wants to find out the needs of his customer so that he can offer the right solution. A lot of sales people just ask random questions. Good questions, however, are your most important tool to identify the sales opportunities.

This module will teach you how you can lead your customer using well targeted questions: what to ask, how to motivate your questions and how to formulate them.

A customer is not interested in the arguments of a sales person. He is interested in his own needs and requirements. He wants to buy but he doesn't want to be sold to. That is why we need to adapt our arguments to every customer, and find ways to articulate our value proposition on all the relevant levels for our specific customers.

This module will help you to articulate the intrinsic, extrinsic and strategic value of your offering so that all your contacts are properly addressed.

A good sales person does not take "No" for an answer. In this module, you will learn why customers make objections and how you can refute those objections. You will see that there are true and false objections, real disadvantages and misunderstandings.

With the techniques explained in this module you will be able to deal with 80% of all objections that prevent you from closing your deal.

When sitting in front of a customer, sales people have the challenge to sell their product or service at the best price level possible. Customers or buyers try to lower the price and negotiate discounts. Price is a very important issue in today's business environment. It appears that customers only think in terms of cost and they seem to always want more discounts.

This module covers a number of tips and tricks do deal with price pressure, and explains different ways to sell your value in a better way.

Are you afraid of closing a deal and asking for the order? A lot of sales people do a great job presenting their products and services, but when it comes to getting the signature, they lack "the guts". Often it is just a question of mastering and applying the right technique to close the deal.

In this module, five of the most successful ways to close a deal are highlighted with cases from the field.



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