A basic theory of marketing
Introduces some key terminology

Analysing the market environment

What is your position in the market?
Who are your competitors?
What can you do more effectively than them?

Market research

Research techniques
Adapting them to fit your needs & budget

Development and refining your product

The importance of meeting your customer's needs
What is unique about your product?
Who is your target buyer?
Who buys your product or service now?
Who do you really want to sell to?

Promotion, advertising and p.r.

How to grab the attention of your target customers

Building a successful marketing plan

How to put it all together

What makes people buy?

How do we think? ….. how do others think?
How the human mind works
The 3 types of suggestion,
The five senses and the conscious mind
Getting your message through to the sub conscious mind

The main components of communication

Listening skills
Questioning techniques
Writing - speaking - non-verbal communication
Telephone techniques do's and don'ts
Speaking skills add power to your words

Developing a sales sequence

Install a sales process that manages selling for you

Introducing yourself to prospective customers

Sales preparation
Using proven sales methods to develop your business

Presenting your products and services

Features vs benefits
Sell your ideas ……. Do not sell the mousetrap!!
Sale presentations
Establishing customer needs and wants

Closing sales

Overcoming objections
Recognising buying signals
Different ways to close sales

The importance of customer service

The future development of the business
A satisfied customer is a repeat customer
Satisfied customers sell for you

The elements of effective customer service

Body language - non verbal indicators
Facial expression - body stance - use of hands
Developing and demonstrating a positive attitude
Letting your customers know that you value and respect them

Dealing with:

Customer inquiries
Customer compliment
Customer complaints - justified and unjustified
Your company policy remedy list