Anticipating And Managing Customers Questions Intelligently

Marketing Institute of Singapore - Executive Development


Course introduction

The key to understanding and influencing customers is not only being able to ask the right Introduction questions but also being able to anticipate and respond to questions effectively. Anticipating And Managing Customers Questions allows you to identify clearly and to qualify early their concerns and needs. Anticipating questions also helps reveal the customer’s decision making process and avoid the common selling mistakes.



Course Outline


  • The Inner Game –Mindset And Skillset In Anticipating And Managing Questions
  • Rules Of Engagement When Anticipating And Handling Questions
  • Sources And Classification Of Questions From Customers
  • Build Trust And Rapport By Anticipating Questions And Providing Right Responses
  • Keys To Be Effective In Anticipating And Responding To Questions
  • Identify Keys Words And Themes In Questions To Uncover Needs And Concerns
  • Focus On Key Words In Questions To Help Identify Customers Decision Making Process
  • Structure A Planned Response Process To Emphasize Strengths And Reframe Weaknesses



Available Course Sessions


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Trainer Profile


Stanis Benjamin

Master Facilitator and Distinguished Toastmaster, Stanis Benjamin is a motivational humorist and an accomplished speaker, consultant and trainer in the fields of business presentation skills, sales, communication, customer service, leadership and strategies for personal success.

As a coach, consultant and keynote speaker, he has addressed many companies and institutions and has helped senior executives, high-achieving professionals and beginners to reach higher levels of performance.

He was one of The Top 10 agents for sales and has achieved the Marathon Life Award, International Quality Award, Million Dollar Club Award as well as the Prestigious Million Dollar Round Table (MDRT) and Superstar Sales Awards.He has more than 20 years of Sales experience starting as an agent and has led a successful sales team as a District Manager.

Stanis is a thought leader on how to create and sustain high performance. He combines theory with management practices to develop action-oriented techniques for building winning teams. He has been invited as an expert to speak on the topics "Behavior Focused Communication and Humor in Presentations" and has presented on Positive Business Minutes for News Radio 93.8.

He has gained excellent reputation for his work with human resource and training departments of numerous organisations to design and develop Sales, Personal Effectiveness, Leadership and Communication training programmes. Stanis brings with him over 15 years of training and coaching experience and is accredited as an Executive Leadership facilitator.



 

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