Customer Adviser Selling Skills
If you're based in a retail setting such as a bank, building
society, computer store...in fact anywhere where you come face to
face with browsing customers, then you'll want to attend this fast
paced webinar.
In this one hour webinar, Paul will show you how you can gain
confidence to approach customers in a more pro-active way, instantly
build a rapport, ask the right questions in a conversational manner
that reveal pains and problems the customer might be experiencing
all in a no-pressure relaxed manner. Whilst the customer is thinking
through their pains and problems, you calmly introduce the products
or services that will help to solve these problems and at the same
time effortlessly move them to a buying state of mind using soft and
continuous commitment techniques dealing softly with the automatic
resistance that retail customers robotically give us.
Sounds like a tall order, but this vision is exactly what all
customer advisers should be aiming towards and which customers truly
want. They don't want to be sold anything, they buy
emotionally and justify later on logic.
The one hour webinar will teach you how to:
- Examine your own "Inner Game" by revealing your current
beliefs about your role and comparing these with those of top
performing customer advisers in retail situations.
- Be crystal clear as to what you are selling and its not a
service or product, no way.
- Maximising the first 60 to 90 seconds of the meeting using
subtle non verbal and hypnotic induction techniques that relax
and open up the customer for our probing.
- Quickly establishing the customer's buying strategies so we
can help them to buy, not be sold to. Working on their hot
buttons to reveal their buying criteria will allow you to match
your pitch to their preferred way of buying.
- Realise that your products and services are designed solely
to solve customer problems and pains and to be able to know what
they are. Once realised, you'll be able to identify potential or
real problems and pains the customer is experiencing using
subtle questions and conversation. In fact you'll be very
rehearsed as to the questions you'll ask as these are the number
one skill that the top performers use.
- Offer your solution to solve the pains and problems and lead
them to the next stage in the process.
- Use a variety of commitment strategies to encourage the
customer to proceed.
- Handle resistance using rapport- based methods not
traditionally used in sales training. Story selling and empathy
based resistance methods will permanently rid you of any attempt
to overcome objections, after all, no one has ever won an
argument with a customer!
Not this time Paul, I'm busy, but keep me posted
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