Course in Sales Techniques

General Objective

Improve the communication with the client to facilitate an increase in sales

Specific Objectives

Learn how to adapt the sale to the type of client
Improve the encounter and contact with the customer
Promote questions of needs, prior to the discussion of sale
Develop an argument tailored to the responses of the customer
Improve the handling of doubts and oppositions
Promote and enhance the closing of sales
Learn about elements that promote customer loyalty

Methodology

You can start the course at any time, just after paying for tuition. The course is 100% online, through our private platform, which you will have access to with a username and password, once the registration is completed.

The course is based on readings, exercises and videos, which instruct the contents of the course.

Tutors: Throughout the development of the course you will have a support tutor that will resolve your doubts.

Exam: At the end of the course, you will have and exam consisting of 10 online questions, 5 of which they must be answered correctly.

Certificate: Passing the examination of the course of sales techniques provides you the certificate of the Center for high performance commercial, Centro Arco.

Duration

100 hours

Chapter 1. Introduction
Chapter 2. The preparation of persuading the customer.
- 2.1 Auto analysis of your persuasion skills.
- 2.2 Sources of influence on sales.
- 2.3 Types of customers. What are they like? How do you persuade them?
Chapter 3. The sales conversation
- 3.1 Non-verbal language in persuasion applied to sales.
- 3.2 Questions to identify the needs of your customer.
- 3.3 The presentation of the product: do we talk about less meaningful technical characteristics?
- 3.4 The power of suggestion in sales.
Chapter 4. Handling Objections
- 4.1 What are the objections?
- 4.2 Starting points for handling objections..
- 4.3 Guidelines for Responding to an objection..
- 4.4 The most frequent objections and their appropriate responses.
Chapter 5. Close sales
- 5.1 Who has to close the sale.?
- 5.2 When do you close the sale?
- 5.4 The cross-selling.
- 5.5 The power of words.
Chapter 6. Customer loyalty
- 6.1 The importance of loyalty in a customer relationship.
- 6.2 How to make your customers think of you, and call you..
- 6.3 Types of customers, according to their faithfulness.
- 6.4 Factors that determine loyalty.
- 6.5 Ways to increase the memory of your business’s footprint.
Chapter 7 resolution of complaints, disputes and claims
- 7.1 When is the customer right?
- 7.2 Communication skills before a conflict
- 7.3 Emotional self-control.