Qualify Customers

Editable sales training materials.

This session on qualifying customers focuses on one of the most important aspects of selling: understanding the customer. Many people hate having to sell to other people and indeed they hate being sold. This is usually because the salesperson tries to force the customer through a process without really considering the customer.  

Good sales people on the other hand, help the customer to buy. They take time to understand their needs and work out which product or service is going to be the best for them. They are still selling, but there is nothing pushy about it. This Power Hour focuses on the skills and techniques needed to help you to help the customer to buy.

In particular, by the end of the Power Hour you will be able to:  

  • Describe the different buying motives that customers have and how this affects your sales approach 
  • Use appropriate questioning and listening techniques to fully understand the customer's needs 
  • Gain permission to move forward to the next part of the sale

To get a flavour of the core session, you can download our free Key Points Sheet and view the optional Power Point Slides in PDF format on the next page. Click 'Buy Now' and BEFORE you purchase, you can look at those free of charge. Remember... Much more detail is included in the training session plan and detailed delegate workbook which you get when you purchase.

Full Module Details

The outline of the session is as follows:

Welcome and Objectives Buying Motives - Trainer led group disussion/exercise
Post-it note exercise to explored buying motives for own products/services (Optional)
Questioning Skills
Listening Skills
Practical exercise using questioning and listening to uncover buying motives
Buying signals - Group exercise
Reviewing - Discussion and optional exercise
Make it work at work

A single licence covers a single trainer within your organisation running training sessions internally. OR if you are freelance trainer who intends to use them with one client (not on an open course). For corporate or multi-buy licences please get in touch. Learn more HERE.

You may also be interested in our modules on Communication, Make Recommendations, Influence People and Close the Sale

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