Understanding Prospects and Gaining Customers

Understanding Prospects and Gaining Customers

You know that you are more likely to sell again to a current customer. In fact, you have a 60–70% chance of doing so, according to Marketing Metrics. However, selling to a prospect isn’t as likely: The same source noted that the probability of selling to a new prospect is just 5–20%. Discover the secrets to turning a “no” or a “maybe” into a “yes” quickly.
8 Hours

Participants will learn how to:
• Refine their listening skills, so they really hear the customer and can employ the most effective strategies for solving their problems
• Apply the best methods for engendering trust and confidence, so the prospect will feel comfortable buying from you
• Tap into the prospect’s mindset at each stage of the selling process
• Address the most common obstacles in getting prospects to say “yes”
• Determine the right time to “close” the sale
• Apply the key attributes that help customers feel heard, understood, and appreciated