Tertiary Catalogue

In this programme, the panel discusses conventional notions of 'closing the sale' and challenge popular thinking about this most crucial of steps. The merits of the 'formula' approach versus a more instinctive, organic process are debated. Key Training Points: - Examines terminology and misconceptions of 'closing' the sale - Gaining the customer's commitment at various stages in the sales process - Asking for the sale as opposed to the pressure-sell - Up-selling techniques Show Less

The programme examines how to effectively resolve conflict, whilst preserving and reinforcing a positive relationship with the customer. Excellent practical advice is offered that will assist sales people, helping them to work through solutions in logical stages. Show Less

Examines how sales people can present their products and services with greater impact. The panel share their thoughts on presentational style and examine the importance of product knowledge, organisation and order of information. Key Training Points: - The difference between responsive and aggressive behaviour - Formulating the right questions - Effective presentation by phone - Importance of relating benefits to needs - Active listening skills Show Less

Learn to engage customers by focusing on what they love and avoiding what they hate. Viewers are challenged to assess their current methods and style and apply the principles uncovered by the latest behavioural studies that show why people buy, and why they don't. Key Training Points: - How to avoid turning a customer off - How to engage the customer's interest - How to influence customer behaviour - Avoid over-promising and under-delivering Show Less