CONSULTATIVE SELLING SKILLS
- Sales Mindset and Sales System
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Who are My Customers?
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Consultative Selling Skills
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Handling Customer Objections
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Target Marketing & Mapping, Creating Database, Prospecting
- Approach – Canvassing and Mapping
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Approach – Making an Appointment & Handling Objections
TOTAL SOLUTION SELLING
- Geographical Marketing
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Total Solutions Model
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Business Model Canvassing & Value Chain Extensification
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Understanding Customer Behavior
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The Buying Center
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Mapping & Strategies for Developing & Maintaining Existing Customer
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Total Solutions Selling Skills
EFFECTIVE NEGOTIATION SKILLS
- Customer Decision Making
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Effective Negotiation Skills
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The Negotiation Process – Negotiating
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Negotiation Tactics
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Negotiation Grid & Strategies
- Managing Resistance, Closing & Agreement
