What motivates a person to buy?
- Write down what you see as the benefits of a golfing umbrella
- Write down what you see as the benefits of an ipad
- Watch the video on the right and absorb the discussion
- What is selling?
- The 8 criteria for an effective sales visit
- What people buy
- The needs & wants 'iceberg' model
- How to improve your questioning and listening
- Funnel technique (developing customer needs and wants)
- Creating a strong first impression
- How to present your solution
- How to handle objections
- Handling price pressure
- How to gain customer commitment