Selling Success By Donald Robichaud
With our sales program, you’ll learn the secrets of the top sales professionals:
Sales Training Testimonial
Last spring decided to register for the Floodlight Sales Training course to improve my professional selling skills.
Prior to taking the course I really did not have a good understanding of how to present our product to potential customers. My product demonstrations focused on features rather than listening to the prospect and directing the presentation around their input. Closing a sale was truly a hit-or-miss experience.
What I enjoyed the most about the course was the opportunity to discuss the topics with other salespeople at my table during each break. I found the course clearly laid out how a buyer makes a decision to purchase. In particular the steps involved in helping the prospect align the benefits of a product with the cost. I learned that there are different groups of people that need certain things to feel comfortable with what I am presenting to them.
Since taking the Floodlight sales course, I now focus on asking the prospect what their greatest challenges are. I stop and I LISTEN. In addition to their responses, I listen to the words they use to explain their challenges as well as the pace of their words to gain a better understanding of how the prospect prefers to communicate.
Only after asking several questions to gain a clear understanding of their current situation do I then proceed to provide directed information to illustrate how our product can address their current challenges.
While I still have an outline for a presentation, I now have no hesitation moving past items that are of no interest to the prospect, instead spending more time on the issues they have raised.
I am very pleased to report that since I completed the course, my closure rate has improved significantly. I would strongly recommend this course to anyone who is looking to improve their professional selling skills.
Michael Chew, CMA
Accountants Templates Inc.
Listening is the key to selling
In today’s business world, unless you go into the sales arena with a strategy in mind, you will fail more times than you win with prospective clients, as they are busy with their own businesses.
When selling in these times, you must learn to ask the proper questions in order to gain the appropriate information that then leads to increased knowledge.
Knowledge is power, and as you listen to your client’s answers, you will discover a tremendous amount of information that will be pivotal in the sales process.
Once you fully understand the client’s situation, you will be able to make effective presentations which will enhance your personal credibility.
This will give you the confidence to express your own ideas clearly, specific to the situation, and visually when necessary.
All of these factors will significantly increase the probability of making the sale.
Please contact us for more information on how we can help you “Build Your Business”!
Floodlight – Build Your Business
Kelowna – Ottawa – Kingston – Toronto