1. Copyright William J Capehart 2015
SALES TRAINING
L.I.S.T.E.N.
Copyright William J Capehart 2015

2. Copyright William J Capehart 2015
L I S T E N
Like every customer.
Intrigue them.
Smile with your whole self!
Talk less than they do.
Entice them with their desires.
Nicely negate every concern.
Listen
Copyright William J Capehart 2015

3. Copyright William J Capehart 2015
Like Every Customer
Listen
Why are you in sales?
If you do not like people,
You are in the wrong business.
You will not make the sale.
Bills Opinion
You do not deserve it!
Copyright William J Capehart 2015

4. Copyright William J Capehart 2015
Listen
Intrigue The Customer
Charm them; Click your heels together! Drip Energy!
Be passionate about your service or product.
If you are not excited about your product or service, why should the client be?
Copyright William J Capehart 2015

5. Copyright William J Capehart 2015
Smile at Them
Listen
The smile is indicative of body language as a whole.
Remember, Non-verbals are always more important than verbal!
Even on the Telephone!
Copyright William J Capehart 2015

6. Copyright William J Capehart 2015
Talk Less than they Do
Listen
What makes a person “Friendly” ?
If you do not keep this truth, they will leave empty handed.
Must master the art of using both open and closed ended questions to uncover their wants and needs.
Remember the key is to Listen.
Copyright William J Capehart 2015

7. Entice Them with Benefits of their choosing
Listen
Entice Them with Benefits of their choosing
Who cares what you like!
Use open and closed ended questions to find out what Features the want / need.
Understand the need, the want, and then Entice them with your product by selling the Benefits.
Copyright William J Capehart 2015

8. Nicely Negate every concern
Listen
Misunderstanding
You (the communicator) failed to properly deliver the message to the receiver.
Skepticism
You have not proved your self worthy of their trust.
Drawback
The cost, or other non-negotiable item.
Copyright William J Capehart 2015

9. L.I.S.T.E.N. PROVIDED BY BILL CAPEHART
SALES TRAINING
L.I.S.T.E.N PROVIDED BY BILL CAPEHART
Copyright William J Capehart 2015