5. "SELL TO PROFIT' - SALES - SENSORY ACUITY & FUNDEMENTAL NEGOTIATION PRINCIPLES AND SKILLS (1 day)
WHO FOR
For experienced vehicle Sales Executives seeking to build on their existing knowledge to become more customer sensitive and perceptive. For all sales executives who wish to increase their understanding of the principles of negotiation and keep more money in the deal. Ultimately to build better relationships, increase sales conversion ratios and maximise the profit in the deal.
AIMS OF THE PROGRAMME
• To Help Delegates Appreciate The Importance Of Sensory Acuity - And More Actively Interpret What A Customer May Be Actually, Feeling And Meaning.
• To Ensure Participants Understand The Key Aspects Of Non Verbal Communication - The 3 V's.
• To Explain The Principles Of Negotiation To Increase The Profit In The Deal And To More Successfully Convert The Prospect To A Sale .
• To Explore Negotiation And Influencing Tactics To Employ To Sell The Vehicle And Maximise Profit.
THE MAIN THEMES THAT WILL BE COVERED ARE:-
SENSORY ACUITY
• The Platinum Rule Of Sales And Sensory Acuity
• "What People Say Is Not Necessarily What They Mean"
• Sensory Acuity
• Being Empathetic - The Golden Rules
• Demonstrating That You Are A Good Talker, Watcher And Listener
• Your Attitude And You
• Attitude And Behaviour
• Sensory Acuity
• The 3 V's
• Verbal Style
• The 6 Microskills
• Questioning Techniques
• Types Of Questions That Spawn From Open And Closed Questions
• Funnelling Techniques
• Vocal Styles
• Active Listening Skills
• The Benefits Of Active Listening
• How To Actively Show, And Consciously Listen
• CMF & PIT Levels
• Vocal Style Classification - PIT
• Mechanics Of Communication Control
• Irritating Listening Habits Of Sales Executives
• Barriers To Listening & Communication
• Mind Neutralisation Phrases - For Bridging Or Transitioning
• Counselling As A Sales Skill
• Body Language And The 5 Senses
• How We Communicate Attitudes Face To Face And By Telephone
• Neandethereal Man's Conditioning - Including 'Fight Or Flight'
• Personal Space And Territory
• The Key Rule Of BBB
• Mirroring Techniques
• Common Messages Which Are Communicated By Customers Through Their Body Language
• Assertiveness, Submissiveness, Aggressive Behaviour
• Clothing And Jewellery
• Facial Expressions And The Eyes
• Positive 3 V Signals
• Signals To Be Cautious Over
• Closing And Body Language
NEGOTIATION
• The Principles Of Negotiation
• What Is Negotiation
• The Principles Of Negotiation
• Creating Perceived "Win Win"
• Selling And Negotiation - The Difference
• The Ideal Negotiator
• Key Points To Consider In Order To Negotiate
• The Key Negotiables To Trade With
• Valuing Concessions
• LIM Positions
• The 8 Main Steps Involved In Negotiation
• Dirty Tricks Employed When Negotiating
• Negotiating Tips - For The "Price Challenge"
• Negotiation Behaviours