|
The marketing challenge
A basic theory of marketing
Introduces some key terminology
Analysing the market environment
What is your position in the market?
Who are your competitors?
What can you do more effectively than them?
Market research
Research techniques
Adapting them to fit your needs & budget
Development and refining your product
The importance of meeting your customer's needs
What is unique about your product?
Who is your target buyer?
Who buys your product or service now?
Who do you really want to sell to?
Promotion, advertising and p.r.
How to grab the attention of your target customers
Building a successful marketing plan
How to put it all together
What makes people buy?
How do we think? ….. how do others think?
How the human mind works
The 3 types of suggestion,
The five senses and the conscious mind
Getting your message through to the sub conscious mind
The main components of communication
Listening skills
Questioning techniques
Writing - speaking - non-verbal communication
Telephone techniques do's and don'ts
Speaking skills add power to your words
Developing a sales sequence
Install a sales process that manages selling for you
Introducing yourself to prospective customers
Sales preparation
Using proven sales methods to develop your business
Presenting your products and services
Features vs benefits
Sell your ideas ……. Do not sell the mousetrap!!
Sale presentations
Establishing customer needs and wants
Closing sales
Overcoming objections
Recognising buying signals
Different ways to close sales
The importance of customer service
The future development of the business
A satisfied customer is a repeat customer
Satisfied customers sell for you
The elements of effective customer service
Body language - non verbal indicators
Facial expression - body stance - use of hands
Developing and demonstrating a positive attitude
Letting your customers know that you value and respect them
Dealing with:
Customer inquiries
Customer compliment
Customer complaints - justified and unjustified
Your company policy remedy list
|
