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The Sales Escalator Program
Understanding Customer Psychology
The Right Brain always decides – How to activate the Customer’s Right Brain?
How to elicit an emotional response from the Customer?
How to get the Customer emotionally involved in the Sale?
How to go to the feeling level of the Customer?
How to scientifically find out whether the Customer is speaking the truth?
How to build deep rapport & trust so that the Customer believes you?
Appealing to the Customer’s Subconscious Mind.
How to create a Customer’s Buying Mood?
How to Handle Objections
Why do Prospects ask the Price before everything?
How to Handle Price Objections?
Six Types of Objections to Handle
Developing a Bullet Proof Answer for every Objection
How Testimonials help overcome Objections
Converting an Objection into a Question
Importance of Listening
Objection V/S Condition
Feel, Felt, Found Technique
Nine Common Objections you will encounter
Overcoming General Sales Resistance
Last Ditch Objections
What are Key Objections?
How to identify Key Objections?
The Sandwich Technique
Making the Sale
Uncovering Customer’s Needs
When the customer says, “I want to think it over”
Show, Tell, Ask
How to make the Decision happen?
Logic or Emotion?
Listening – Key to Success
When to ask Closed Ended Questions?
When to ask Open Ended Questions?
Silence – the most powerful technique
Why Questions are so Powerful?
What is the attention span of Prospects?
How to involve the Prospect?
Why to use Visual Aids?
Painting Emotional Pictures
The Power of a Story
Why do People Buy?
Why does the Prospect want to buy your product?
Desire for Gain or Fear of Loss
Who are Early Adaptors?
Who are Late Adaptors?
Buying Motives :
Making or Saving Money
Security – Physical, Financial, Emotional……..
Status, Respect & Prestige
Pleasure or Fulfillment
Improving Physical Quality of Life
Power & Influence
Love & Companionship
Telling is not Selling
The Halo Effect
What are key benefits?
How to identify key benefits?
What is the 90-10 rule?
What is a Hot Button?
How to identify a Hot Button?
What are Buying Signals?
How to Recognize the Buying Signals?
Why do Customers give Signals?
How to Interpret Buying Signals?
Do Buying Signals vary with Regions?
What to do when a Customer gives a Buying Signal?
Can a Customer give you wrong Buying Signals?
How to find your Prospective Customers
Where & How to search for Prospective Customers
Reaching out to Prospective Customers
Building Retail Customer Traffic
Qualifying your Prospects
How to Qualify Prospects?
Who is a Cold Prospect
Who is a Warmt Prospect
Who is a Hot Prospect
Converting Cold Prospects into Warm/Hot Prospects
Techniques of Getting Appointments
Planning your Introduction
Breaking Prospect’s Preoccupation
Developing a good Opening Question
Testing the Effectiveness of your Opening Question
How to use Social Proof in your Opening
What to do when a Prospect is not willing to give an Appointment
What to do when a Prospect rejects you
Closing the Sale
The Negative Answer Close
The Ascending Close
The Approach Close
The Demonstration Close
The Invitational Close
The Ultimatum Close
The Secondary Close
The Alternative Close
The Assumption Close
The Take Away Close
The Summary Close
The Puppy Close
The Ben Franklin Close
The Order Sheet Close
The Relevant Story Close
The Walk Away Close
The Today Only Close
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