All PCA selling skills seminars and workshops are tailored to meet each customer’s specific requirements. However broadly speaking, the following outcomes and coverage items would be included for most customers.

Outcomes

• Enhancing skills in communicating with customers.

• Ensure the focus is on the customer, not the competitor.

• Develop appropriate questioning and listening techniques to utilize in all selling
  situations.

• Increase opportunities for referrals.

• Close more sales.

Coverage Items

• Critical success factors in customer communication – words, visual impression and
   vocal tone.

• Eliminating call reluctance, and tips on gaining an appointment.

• Identifying the four basic personality styles and how to sell to each.

• Prospecting and why it is important to qualify early.

• Techniques to enhance rapport building with customers.

• Effective questioning and listening techniques.

• How to differentiate from the competition.

• Understanding the differences between customer’s wants and needs.

• How to handle customer questions and objections to achieve a successful outcome.

• Reaching agreement with customers to proceed to the next step i.e. another
  appointment, prepare a quote or proposal, close the sale!

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