Training duration: 2 days
Targets:
- Give training participants a mindset to actively recommend services in the clinic.
- To equip participants with practical tools for selling and influencing the patient.
- Study techniques for identifying and shaping the needs of different categories of customers using the technology of asking questions as a tool to overcome customer indifference;
- To develop the skills of adjusting and leading the client in the communication process;
- Work out models of presentations and arguments for the choice of services.
After the training, the participants of the training will be able to:
- Increase the size of the buyer's contract.
- Make an additional sale to an already planned purchase
All techniques will be given taking into account the specifics of communication with the buyer in the clinic, within a limited time.
Form: intensive group and individual work. The program includes business and role-playing games (with video recording and subsequent analysis of the video), exercises and practical tasks.
Training program
5 stage sales algorithm. Stage of establishing contact.
Structure of the sales process
The components of the ability to win over oneself and gain trust
- Establish contact
- Building an atmosphere of trust
Working with the integrated and the passive need of the client.
The ability to listen and hear the interlocutor
- Join
- Active listening
- Supporting customer opinion and decision
Clarifying information from the client
Questions for information
- Types of questions
- Hedgehog questions
- Video analysis workshop
Active recommendation skills
Different types of purchases in the clinic
Types of recommendations for different purchases
- CNE techniques
- Presentation of additional services
- Video analysis workshop
Working with objections
Types of objections
4-step algorithm for working with objection, resistance, excuse.
- Algorithm for dealing with objections
- Price objections
- Video analysis workshop
Ending communication
- Summary and summary
- Keep in touch
The training will be emphasized on the development of communicative flexibility necessary to form a need and argue your proposal, as well as to conduct sales & nbsp; "difficult" clients. All tactical and communication techniques will be practiced on practical cases. Based on the results of the training, a report will be drawn up containing a brief assessment of the work of the participants according to the criteria agreed with the customer, & nbsp; as well as feedback from the trainer and recommendations for further personnel development.
If the program does not meet your expectations, please contact us. We can prepare a training and provide a trainer for your unique request.
You can always get detailed training programs by calling us or writing to us
You can contact us in any way convenient for you
