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Motorola Selling Concepts
Increase your selling power and profit potential with the
selling "secrets" of international powerhouse Motorola, Inc.
Increase your selling power and profit potential with the selling "secrets" of international powerhouse Motorola, Inc. This series of four programs provides a structured, cumulative approach to understanding and using four basic selling concepts. Short vignettes featuring two types of selling (face-to-face and over-the-phone) are used to demonstrate the linkage between the four building blocks.
The series includes:
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Program 1: Identifying Needs and Opportunities (17 minutes) Challenges individuals to discover customer needs and opportunities, and then to develop a personal selling approach that will work for them. Explains the role of buyer and seller and provides ways to guide customers to recognize and reveal their own needs.
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Program 2: Demonstrating Features and Benefits (16 minutes) Defines and demonstrates how to make the necessary linkage between the customer's needs and the seller's product or service benefits.
- Program 3: Handling and Preventing Objections (16 minutes) Learn to turn negative responses into sales opportunities. Alerts salespeople to the appropriate responses that will avert misunderstandings and help to overcome objections.
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Program 4: Closing Concepts (16 minutes) Demonstrating how the close naturally follows in the sales cycle, this program shows how to choose among and utilize effectively techniques to finalize sales.
What's Included:
DVD or VHS Videotape
1 Training Leader's Guide with Handouts |