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Front Line Selling Skills

Learn to sell by considering the customer experience throughout the sales process. Develop a two way relationship that meets the needs of both your business and your customers.

Doctor
Kennel
Manager
Owner Doctor
Reception
Vet Tech
Business Basics

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14 Lessons

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About the Course
4 Topics

Overview
Course Objectives
Who This Course is For
For Your Tool Box

Selling or Serving
10 Topics

Inseparable
Experience A Sales Experiment
The Exercise
The Rules of Engagement
The Games Begin
The Game
The Finish Line
Sales Through Great Service
For Your Tool Box
Your Learn Vet Me Check Up

Moments of Truth
7 Topics

What is A Moment of Truth?
Feelings
The Three Moments
The WOW Moment
The Customer Experience
For Your Tool Box
Your Learn Vet Me Check Up

Ethics and Sales
5 Topics

Code of Ethics
Ethical Selling
Glue
For Your Tool Box
Your Learn Vet Me Check Up

Knowledge
13 Topics

Be Knowledgeable
Know Your Stuff
Inside Out
Know Your Buyer
The Analytical Buyer
The Amiable Buyer
The Expressive Buyer
The Driver Buyer
Dealing Differently
Silent Clues
What's Your Style?
For Your Tool Box
Your Learn Vet Me Check Up

Creating Opportunities
7 Topics

Opportunities
The Approach
The Greeting
Rules of Engagement
Service and Sales
For Your Tool Box
Your Learn Vet Me Check Up

Proactive Customer Management
8 Topics

The PCM Cycle
Signposting
Ask/Direct
Listen
Acknowledge
Mastery
For Your Tool Box
Your Learn Vet Me Check Up

OPEN Question Selling Technique
16 Topics

Order
The Doctors Orders
OPEN Question Selling
O.P.E.N.
Operational
The Customer's Operation
Probing Questions
Warm and Hot
Effect Questions
Mistakes
Benefits of Effect Questions
Nail Down Questions
Solutions
OPEN Selling
For Your Tool Box
Your Learn Vet Me Check Up

Matching Needs
7 Topics

Customer Specific Benefits
Talking Benefits
Another Person's Shoes
Information Dumping
Link
For Your Tool Box
Your Learn Vet Me Check Up

Sales Models
7 Topics

FAB
FTB
Showing The Right Benefit
Identify Decision Criteria
Practice
For Your Tool Box
Your Learn Vet Me Check Up

Handling Objections
17 Topics

Objections
The Why and What
Reassurance
Types of Objections
APAC
Throughout The Process
Clarify the Objection
The Face Saving Out
Answering The Value Objection
Answering The Price Objection
Answering The Need Objection
Answering The Feature Objection
Answering The Time Objection
More on The Price Objection
Credibility
For Your Tool Box
Your Learn Vet Me Check Up

Closing The Sale
14 Topics

Success
When to Close
Ask for The Order
The Assumptive Close
The Alternative Close
Closing on a Small Issue
The Pressure Close
Converting an Objection
The Negotiated Close
The Trial Close
The Balance Sheet Method
The Right Choice
For Your Tool Box
Your Learn Vet Me Check Up

Cross and Up Selling
5 Topics

Customer Needs
Tips and Tricks
Organizational Benefits
For Your Tool Box
Your Learn Vet Me Check Up

After Sales and Follow-Up
10 Topics

The World's Greatest Retail Salesman
Joe's Secret Sauce
Joe Girard's Law of 250
Interesting
Your Follow-Ups
10-10-10
Key Post Sales Tips
No Stone Unturned
For Your Tool Box
Your Learn Vet Me Check Up

Members

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Fazlur Khan

active 4 years, 11 months ago
Saria Brown

active 4 years, 11 months ago
Learn Vet Me

active 5 years ago
Ima Clinic Admin

active 5 years, 6 months ago
Ima Justalooking

active 5 years, 8 months ago
Cathy Lagneaux

active 5 years, 9 months ago
Tonya Crowe

active 5 years, 9 months ago

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