Understanding, recognizing, and serving your customer’s basic service needs of feel welcome, important, understood, and comfortable is an all important start to the selling process. And knowing their financial needs by using the 6 step sequence of customer driven sales: the opening; determining needs; presentation; resolving objections; the closing; and follow up; will result in a successful sales campaign.

Highlights of the program are:

• Questioning techniques
- The right to ask questions
- Open ended and closed ended questioning

• Feature and benefit statements

• Overcoming objections

• Closing the sale

• Making referrals