This course is designed to enhance the skills learned in our Increasing Closing Ratios course. The initial focus is to raise awareness of the expanding customer pay segment and how to appeal to this market. The selling and negotiating strategies center around “package selling” to appeal to the customer pay and customer up-sell segment.
Participants will be asked to perform various exercises which will allow them to practice their skills and use the tools provided. Role-playing will be used to apply the various sales, negotiations and objection handling techniques.
• Industry update on the trend towards customer pay
• Review of the needs and wants of the customer pay segment
• Estimating, selling and negotiating methods for the customer pay segment
• Example tools to aid in selling to the customer pay market
• Method for handling objections and excuses in the sales process