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Selling with CARE training
SELLING WITH CARE TRAINING
INTRODUCTION TO SELLING WITH CARE
THE LOVE AROMA STRATEGY
FEB - JUNE 2017 STRATEGY
CONNECT: PART 1
INTRODUCTION TO CONNECT
CONNECT BEHAVIOURAL OBJECTIVE SHEET
ASK: PART 2
ASK INTRODUCTION
BUYING MOTIVES
ASK QUESTIONS TO START A CONVERSATION
USEFUL QUESTION TYPES
USEFUL QUESTIONS
LISTENING
ASK BEHAVIOURAL OBJECTIVES
ASK BEHAVIOURAL OBJECTIVE SHEET
RESPOND: PART 3
RESPOND: INTRODUCTION
BENEFITS VS FEATURES
LOGIC AND EMOTION
FIGHT OR FLIGHT?
THE EMPATHY LOOP
FIGHT NOT FLIGHT
STOP, START AND STAY
RESPOND: BEHAVIOURAL OBJECTIVES
RESPOND BEHAVIOURAL OBJECTIVE SHEET
ENGAGE: PART 4
ENGAGE INTRODUCTION
WHAT'S STOPPING YOU?
BEING POSITIVE!
GO UNTIL NO!
GETTING TO YES!
LEAVING A LASTING IMPRESSION
STOP, START AND STAY!
ENGAGE: BEHAVIOURAL OBJECTIVES
ENGAGE BEHAVOURIAL OBJECTIVE SHEET
BEING POSITIVE!
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