Review:  Feedback Tool 2

5:  Sales Presentation & Demostration

Planning the presentation: 

                ID Problems and Needs

                FAB SELLS

Guidelines

                Principles of Learning, Planning Steps, Dressing, Behavior and Listening

Sales Presentations to Groups:  Alignment, Guidelines

Sales Presentation Strategies

Adaptive vs Canned, Written Presentations, and Selling for the Long Term

6:  Negotiating Sales Resistance

Reasons for Objections, Signs of Interest

Valid and Invalid Objections

How to uncover objectives

Negotiation strategies and outcomes

Planning for Objections

Put-off, switch focus, off set, denial, and provide proof strategies

Price resistance

7.  Confirming and Closing the Sale

Closing and Confirming the Sale

Why salespeople avoid the close

When is closing appropriate?

Principles in Closing

Closing Techniques

Closing Mistakes

How to Handle Rejections

Post sale Activities

8.  Following Up

What is the most important dimension of customer service?

Building Customer Relations Through Service

Perceived Service Quality

Kinds of prospects and customers

Importance of customer Satisfaction

Customer Follow up strategies

Handling customer complaints

Keeping up with rising customer expectations

Evaluating customer service

Essays

How would you plan for a sales presentation?  Be sure to explain each of the five steps.

What is a workable system that you could use to overcome sales objections and create a win-win situation?

Explain at least three closing techniques that you might consider using.  What is a trial close and when might you consider using one?

How should you handle customer complaints and how can you improve customer loyalty?