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?

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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

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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

                        Personal Growth

            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?

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Buying Signals

           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?

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How to find your Prospective Customers

            Where & How to search for Prospective Customers

            Reaching out to Prospective Customers

            Building Retail Customer Traffic

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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

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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

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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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