Description
All salespeople know that listening is essential to successful sales... and yet customers don't feel understood, so what happens between what the customer says? and what does the salesperson mean? What if you listened to your customers differently? This sales training in active customer listening addresses the 3 complementary and essential aspects to develop informed listening in the service of your commercial objectives: questioning strategy adapted to the objective, appropriate questioning techniques, active listening posture. /p>
Who is this training for ?
For whom ?
Anyone involved in face-to-face sales and wishing to improve their listening skills to better convince customers.
Prerequisites
None.
Training objectives
Training program
- Listen to your customers Identify your own obstacles to listening. Discover the posture of informed listening: from salesperson to consultant.
- Identify all the information to collect about your customer.
- Take every opportunity to get to know your customer better.
- Scenario Self-diagnosis of your listening level .
- Learn questioning techniques Prepare to question.
- Question to expand from needs to issues: expanded questioning.
- Question to discover unexpressed needs: the PSAI method.
- Scenario Training in techniques of questioning.
- Sketch of persuasion.
- The enlightened listening posture: the RARE method
- Experiment with different levels of listening.
- Use all verbal and non-verbal levers: questions, reformulation, silence.
- Listen to your emotions and those of your client and use them in a situation.
- Use your listening skills to argue more effectively.
- Scenario Training in reformulation.
