Commercial Statements - Principles and Techniques

General objectives
This course aims to equip participants with the knowledge and techniques that impact on the different interlocutors, when doing a commercial demonstration.

Specific objectives
At the end of the course, trainees will be able to:
• Recognize the importance of communication in interpersonal relationships by applying the techniques for excellence communication;
• Study the organization's products and / or services, characterize the types of clients and gather information from the market in general, in order to prepare the effective demonstration;
• Define product demonstration preparation strategies based on reading and perceiving customer needs;
• Effectively manage Objections and Comparisons;
• Use closing techniques.

CONTENTS

Module I - Mastering Communication Techniques
• The importance of the 1st contact - the image
• The art of communicating
• The art of asking: how to ask the right questions
• The ability to listen

Module II - Prepare the demonstration
• Customer prospecting
• Knowledge of the product / service
• Define where, how and when to do the Demo

Module III - Planning the demonstration
• How and when to plan the written submission
• The planning form
• Audiovisual assistants

Module IV - Managing the timing of the demonstration
• Customer reactions during presentation
• How to respond to objections
• Completing the Demo - closing the sale