SALES FUNDAMENTALS
Download Fact Sheet
COURSE
DESCRIPTION: SALES FUNDAMENTALS FOR PIANO
TECHNICIANS
This class will
cover core ideas involved in the selling of technical services to the lay
public, as well as within the piano trade. Detailed handouts will be
included. Emphasis is on the principles at work in “sales situations”, and
the common pitfalls faced by piano technicians. Attendees will gain insight
into their current selling methods, while exploring opportunities for
improvement in a relaxed, non-threatening forum. There are many worksheets
included, so that attendees can customize the ideas for their own use. The
class is conducted with lecture/discussion, slides and handouts; with the
emphasis on knowledge & skills transfer.
Some of the topics
that will be covered:
Business &
Self assessment
Principles
behind selling
Common
problems for piano technicians
“Sales”
situations we face as piano technicians
Psychology,
‘sales reluctance’…. why it’s OK to sell
Skills & Tools
Connecting the
dots for your customer
Understanding
others, so they can trust & understand us
People skills,
communication tools and handling objections
Alignment:
Building trust
Re-alignment:
How to handle an upset customer
Trade relations:
Sales situations within the trade
SPEAKER BIO:
Copyright 2005 Brad Smith Piano
Services:
Piano Tuning, Repair, Regulation, Servicing, Evaluation, Appraisal, Moving,
Storage, Removal, Disposal, Rebuilding, Restoration, Refinishing and
Instruction. New Hampshire, Massachusetts, Vermont, Maine, Connecticut,
New York, Rhode Island CT, NY, VT, ME, NH, MA, RI
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