| Day 2 |
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Using the V5 to your advantage before the handover |
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When to offer refreshments and when not to |
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Learning everything you need to know by getting the prospect to do most of the talking |
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Listening - the underestimated skill |
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Questions - your main tool of persuasion |
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Indentifying implicit and explicit needs |
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Utilising the safety net question |
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The 6 qualities of productive qualification |
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The prospect must attend the appraisal |
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Exhibiting the part exchange |
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Taking control of the prospect |
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Setting process agendas that relax the customer |
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Stopping the prospect from rubber necking |
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Leading the prospect through key control points |
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Using appraisal skills to differentiate from the competition |
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Developing the appraisal into a negotiating tool |
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The 9 qualities of a thorough part exchange appraisal |
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Increasing demonstration ratios |
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How to avoid "can I just have the numbers first" |
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Carrying ou demonstrations that create desire |
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Product knowledge creates desire - desire creates sales |
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The 7 key aspects of a professional demonstration |
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Delivering an effective feature and benefit statement |
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Linking the presentation to the needs of the customer |
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Getting the prospect to self discover the benefit |
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Building desire to a point of positive decision |