In At The Sharp End - Video

Selling From The Customer’s Point of View

Mike Miller (Rik Mayall) has just won the pools and should be the easiest sales prospect imaginable.

He certainly wants to buy, but a series of people fail to sell to him because they don’t listen to what he wants.  His bank manager takes him out to lunch and tries to sell him some investments.  Steve (Tony Slattery), a flashy salesman tries to sell him a yacht.  An estate agent doesn’t even bother to sell him a house.

Only one person actually listens to Mike.  Melanie is trying to interest Mike in investing in her business with great success.  She asks questions and is then able to tailor her pitch to his needs.  Melanie knows what she’s talking about and has gathered the relevant background information; and she is not even a sales person!

There is a series of proactive exercises based on the film, designed to concentrate delegate’s thoughts on specific selling skills together with detailed summary of the essential issues.  

Produced by PlayBack Communications.

Learning Areas

• Be honest and open
• Ask questions and listen to answers
• Discard assumptions and prejudices
• Imagine you are the customer
• Be flexible in your approach

Running Time

20 minutes

Cost: Video and CDROM Prices
International orders please email for cost
Bulk Discounts Available

London: 020 8819 9561
Manchester: 0161 660 7660
Norwich 01603 857 877
Glasgow: 0141 530 7710
or call free on 0800 31 88 35

e mail: info@trainingworld.co.uk

You are visitor number