Module Overview
Module 1
How To Deal With Price Resistance?
– What does Price Mean?
– Price Objection = Opportunity
– Fear of Resistance
– It’s Over
Think Tank: Let’s Practice
– How is your Product Priced?
– What is your Favourite Product?
– What is your Worst Product?
– Examples of Price Resistance
– Goal Plan
– Module Review
Module 2
How To Win Back
Old Customers
– Lost Client = Lost Cause?
– Client Defection Reasons
– Steps to Win them Back
– Just ask!
Think Tank: Let’s Practice
– Identify your Lost Clients
– Analyse Reasons for Defection
– Call them!
– Goal Plan
– Module Review
Module 3
When To Walk Away
– What is a Bad Client?
– ICP
– How to Negotiate Without Giving in
– How to Walk Away
Think Tank: Let’s Practice
– What is your ICP?
– What are your Boundaries?
– Examples
– Goal Plan
– Module Review
Module 4
Strings Attached
To Sales
– What is a Bribe?
– Gift vs Bribe
– Company Policy
– Just say “No”
Think Tank: Let’s Practice
– Past Incidents
– Alternatives
– Goal Plan
– Module Review
Module 5
Get An Agreement
– What is an Agreement?
– Reading Buying Signals
– Asking for Action
– Yes … What Next?
Think Tank: Let’s Practice
– Study your Selling Technique
– Selling Role Plays
– Responding to Closure Signals
No More
Excuses!
Final Evaluations
Planning for the Future
Final Report
Certificate Presentations
