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Developing Conversation Starters

Our products are just solutions to people's problems. If the customer doesn't feel they have a problem we can't start presenting. Have the team learn some conversation starters to avoid launching into a presentation and coming across as pushy.


Don't be pushy – Use a Buffer!

To have the team learn the effective use of "Buffers" to help the sales staff when they are not feeling comfortable asking questions or suggesting products. Buffers help to soften our language so as to not come across as pushy or too aggressive.


What's Your Rate?

How can we shift the focus from rate to product? Learn the importance of Product First, Price Second. The reason for this strategy: "That it really doesn't matter what our rates are, if the customer gets the wrong product, any rate they get is bad."


The Power of Questions

It is our job as sales people is to help people make decisions. We do this by asking them the right questions that get them to open up and by leading them through a logical process that results in a decision.


The Power of Pausing

Illustrate to the team how important it is for them to really hear their clients and how pausing before they reply to a client will help in this.

Materials: Flip Chart, Markers

Time Needed: 23 Minutes

SME 0207-02


Introduction – (1 minute)