Sales Agenda
Sales Agenda
GLENN ROSS SERVICES
EFFECTIVE SELLING SKILLS
Introduction and Objectives
Why Do People Buy?
A Sales Structure - Not Stricture
Questioning Skills
Problems of Communication
Selling to: Users
Influencers
Purchasers
Business Planning - How to hit Target
Territory and Call Planning
Overcoming Objections
Dealing with Customer Attitudes
Closing the Sale
Summary and Close