Selecting customers and establishing contact

Aim: Acquiring skills to manage first contact with a customer and establish a bond, improving self-presentation skills.

Course Topics:

• Stages of sales negotiation, sales process
• Telemarketing
• Sources of potential customers, finding new customers
• Types of customers
• Pitfalls at various stages of sales negotiation
• Communication strategies during first contact with customers (building rapport, mapping their needs, creating demand for a product, improving self-presentation skills)
• Addressing a customer and establishing rapport
• Right timing of the purchase order
• Preparation and presentation of offer (reflecting customer’s needs, maintaining contact as a tool of customer care)