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3. Building Relationships and Communication Skills

H. Mastering Top-Down Selling


Content
  • Welcome
  • Lesson 1: Introduction to Top-Down Selling
  • Introduction
  • Definition of Top-Down Selling
  • How Top-Down Selling Works
  • Examples of Successful Top-Down Selling
  • Lesson 2: Benefits of Top-Down Selling
  • Introduction
  • Saving Customers Money
  • Empowering Customers
  • Maximizing Revenue
  • Lesson 3: Implementing Top-Down Selling
  • Introduction
  • Preparing for the Sales Conversation
  • Identifying Customer Needs and Preferences
  • Presenting Options from High-End to Low-End
  • Helping Customers Make Informed Decisions
  • Overcoming Objections and Concerns
  • Lesson 4: Tips for Effective Top-Down Selling
  • Introduction
  • Building Rapport with Customers
  • Active Listening and Asking Questions
  • Using Persuasive Language and Storytelling
  • Providing Value-Added Benefits and Incentives
  • Following Up and Providing Exceptional Customer Service
  • Lesson 5: Common Obstacles and Strategies
  • Introduction (clone)
  • Customers who are Resistant to High-End Options
  • Customers who are Price-Sensitive
  • Customers who have Limited Time or Information
  • Strategies to Overcome Objections and Close the Sale
  • Assessment
  • Assessment
Completion rules
  • All units must be completed
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