Getting customers ready to buy
Featured in the Selling through Customer Service training manual
By Tony Gillen
Category: Sales Skills
Credit price: 3 download credits (Single user)
This training activity uses a mix of whole group work, syndicate discussions and skills practice (role-play). It deals with closing and confirming. A certain proportion of customers will buy, regardless of the salesperson’s skill. The rest will ‘think about it’ and go elsewhere. A professional salesperson who uses these closing and confirming techniques will encourage all customers to make positive decisions and so will sell more. This training activity uses typical sales scenarios to explore seven closing and confirming techniques. Some techniques are used naturally as part of everyday conversation; others are not. This activity will enable participants to use all of the techniques purposefully and skilfully.
Begin the training activity by asking participants what they understand by the term ‘closing’. This exposes positive and negative attitudes early on so you can address them. You then divide the participants into groups of three. They move between syndicate and whole group work during the activity. They consider the seven techniques by deciding what decisions customers buying from them make and how the techniques would encourage customers to make decisions. Each technique is applied in turn. Ideas and suggestions developed by the syndicate groups are discussed by the whole group. The last element of the training activity is for the syndicate groups to apply the techniques in role-play before you lead a final discussion and summary of learned techniques.
Who is it for: This training activity is intended for use by trainers to introduce participants to the need, in many instances, to help customers make buying decisions, and to enable participants to use seven simple and valuable closing techniques as part of their custo
| Resource Type: | Activity |
| Min Group Size: | 6 |
| Max Group Size: | 12 |
| Typical Duration: | 03:15:00 |
| No of Pages: | 20 |
Resources: View standard resources for Fenman training activities
Additional resources: Appropriate product or paperwork.
Purpose: This training activity is intended for use by trainers with all customer contact staff who are responsible for encouraging customers to buy. Inexperienced and less successful salespeople will benefit most. Others will benefit from reinforcing their skills and being reminded of how best to use those skills. The training activity will have particular value, for example, as preparation for a forthcoming sales campaign.
Download the training activity, Getting customers ready to buy as featured in the Fenman training manual; Selling through Customer Service