Fundamental Selling Techniques for the New or Prospective Salesperson

$2,095.00


  • Classroom

  • Onsite

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Duration: 2 Days

The mounting pressure facing salespersons in today's tough economy is causing this challenging profession to become even more competitive. Many prospective sales professionals don't have a solid foundation and understanding of the fundamentals of selling.

In this intensive, highly interactive course, you will gain an introduction to the art of selling that will equip you with the tools and techniques you need to achieve sales success and improve your performance.

What You Will Learn

 

  • Behaviors and skills of a successful sales professional
  • Types of selling models
  • Elements of the sales framework
  • Prospecting basics and conduct a sales call
  • Use a customer-centered selling approach to provide value
  • Choose a closing technique to earn the business
  • Complete a formula to achieve sales goals
  • Manage the customer relationship on an ongoing basis
  • Develop an action plan to apply your new skills
  • Unique aspects of sales functions compared with the rest of an organization
  • Behaviors, characteristics, and skills of a successful salesperson
  • Characteristics of different selling models, types, and structures
  • Calculating and setting goals based on your sales quota and plan
  • Analyzing the territory and conducting account research
  • Planning your calendar to achieve sales goals and build a sales pipeline
  • Resources and methods to generate leads
  • Strategies to respond to common new business objections
  • The "Earn the Business" process
  • The "Deliver the Business" process
  • The "Manage the Relationship" process
  • Technologies or methods for maintaining customer information
  • Strategies to maintain communication with a customer

Audience

 

Salespeople, sales support, and potential candidates for sales positions who want to build and revitalize their existing selling skills

Prerequistes

 

Course Outline

 

1. Learning Objectives

  • Behaviors and Skills of a Successful Sales Professional
  • Importance of Sales to Any Organization
  • Different Types of Selling Models
  • Use a Customer-Centered Selling Approach to Provide Value
  • Apply Communication and Sales Tips, Tools, and Techniques to Improve/Enhance Sales Performance
  • Develop an Action Plan to Apply Your New Skills

2. The Importance of Sales

  • Sales from a Customer-Centered Perspective
  • Customer's Buying Cycle Process
  • How Sales Functions are Different from the Functions of the Rest of an Organization
  • How Sales Creates Opportunities that Contribute to the Industry and Organization
  • How a Sales Department Interacts within an Entire Organization

3. Characteristics of a Successful Salesperson

  • Sales Success Mode

4. Selling Models

  • Characteristics of Different Selling Models

5. The AMA Sales Framework

6. Plan for the Business

  • Analyze an Industry and Territory
  • Information that Should Be Included in a Customer Profile
  • Apply Segmentation Codes to Differentiate Customers
  • Prepare Competitive Advantage Statements

7. Find and Qualify the Business

  • Resources and Methods for Generating Leads
  • "Find and Qualify the Business" Process Steps
  • Categories of Customers
  • Strategize Ways to Respond to Common Objections

8. Earn the Business

  • "Earn the Business" Process Steps
  • Opening a Sales Call
  • Apply Questioning Techniques to Discover and Confirm Needs
  • Strategies to Present Options and Resolve Objections
  • Closing Techniques

9. Deliver the Business

  • "Deliver the Business" Process Steps

Course Labs