ERC Selling

Sell through understanding. Focused listening builds stronger relationships and better sales.

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Objective

To give salespeople a selling approach that allows less talking, more listening and more beneficial sales.

Designed for

Sales professionals, Executives, Managers and Customer Service Personnel.

Benefits

Using your own sales situations, you learn to:

• Open a Socratic Dialogue

• Listen actively and understand specific client needs, worries and requirements

• Ask the right questions

• Uncover motivators

• Create commitments that lead to buying decisions

• Isolate objections as avenues towards an agreement

• Close with a commitment to next steps

Agenda 

1. Initial Assessment: We role-play the way each participant approaches sales interviews early in the program.

2. Socratic Opener: A new way to get prospects to talk about their specific needs before you present your material.

3. Active Listening: A disciplined approach to listening that improves understanding, drives the sale and builds the relationship.

4. Socratic Probing: Practice key phrases and questioning techniques that uncover motivators and close sooner.

5. No Surprises Proposal: Organize your material to respond to the needs and motivators you uncover.

6. Managing Objections: Handle objections accurately by uncovering specifics, and learning to control unexpected reactions.

7. Closing: A process that uses conditional questions to get sub-decisions and close without pressure.