Increase your selling power and profit potential with the selling "secrets" of international powerhouse Motorola, Inc. This series of four programs provides a structured, cumulative approach to understanding and using four basic selling concepts. Short vignettes featuring two types of selling (face-to-face and over-the-phone) are used to demonstrate the linkage between the four building blocks. The series includes:
Program 1: Identifying Needs and Opportunities (17 minutes)
Challenges individuals to discover customer needs and opportunities, and then to develop a personal selling approach that will work for them. Explains the role of buyer and seller and provides ways to guide customers to recognize and reveal their own needs.
Program 2: Demonstrating Features and Benefits (16 minutes)
Defines and demonstrates how to make the necessary linkage between the customer's needs and the seller's product or service benefits.
Program 3: Handling and Preventing Objections (16 minutes)
Learn to turn negative responses into sales opportunities. Alerts salespeople to the appropriate responses that will avert misunderstandings and help to overcome objections.
Program 4: Closing Concepts (16 minutes)
Demonstrating how the close naturally follows in the sales cycle, this program shows how to choose among and utilize effectively techniques to finalize sales.
