Duration: 3 Days
No matter how great your product or service is, or how talented a salesperson you are, you will not be able to close the deal if you cannot tell your clients how what you're selling will benefit them. Through this intensive professional sales training course, you will learn how to gain your clients business by earning their trust.
You will go through the entire sales process and discover the most modern sales methods today, including consultative and solutions selling. You'll leave this professional sales training course better equipped to develop presentations that meet your clients real needs, create a specific sales plan to achieve your sales goals, and influence the right buyers and close the sale with ease.
How You Will Benefit
- Develop a master plan to manage the sales process
- Win the confidence and trust of prospects by learning as much as possible about their needs
- Successfully sell on a consultative level, using effective interviewing techniques
- Effectively communicate your product/service superiority
- Build long-term sales relationships by offering solutions
- Uncover customer resistance and overcome objections
- Know when and how to close the sale
- Productively manage your time and territory
What You Will Learn
- Use competitive analysis to gain more business
- Match your sales approach to the personality style of your customer
- Become a problem solver: supplier-based selling vs. selling a solution
- Develop new business while maintaining existing accounts
- Manage key-account and key-prospect relationships
Audience
- Sales professionals with a minimum of one year of sales experience
- Sales veterans who want to refresh their skills
- Managers who want to learn professional sales training techniques to train salespeople
Prerequistes
One year sales experience
Course Outline
1. Your Own Strengths and Areas to Improve
- Create an Action Plan for Future Development
- Develop Plans and Tools for Operating Your Business More Effectively
- Demonstrate the Skills that Identify You as a True Sales Professional
- Approach Your Customers and Prospects in a Consultative Manner
- Manage Your Time and Capitalize on the Most Productive Opportunities
2. Professionalism
- Set Your Learning Goals
- Professionalism
- Habits of Productive Salespeople
3. Planning
- Perform a Competitive Analysis
- Complete an Account Profile of One of Your Best Customers
- Key Contacts in Each of Your Accounts
4. Listening
- Elements of Good Listening
- Barriers to Effective Listening
- Techniques of Attentive and Active Listening
- Demonstrate Your Proficiency in Active, Attentive Listening
5. Personal Styles
- Your Own Personal Style
- Personal Styles of Others
- Ideal Sales Approach to Match the Personal Style of Your Customer
6. Becoming a Problem Solver
- Difference Between Supplier-Based Selling and Customer Problem-Solving
- Develop a Plan for Using a Consultative Selling-Approach for Your Business
7. The Sales Process
- Steps of the Sales Process
- Demonstrate the Skills Associated with Each Element of the Sales Process
- Conduct Effective Sales Calls, from the Initial Greeting to the Final Commitment
8. Individual Evaluation
- Apply the Skills Associated with Each Element of the Sales Process
- Reinforce Your Understanding of the Sales Process by Critiquing Various Presentations
- Improve Your Professional Selling Skills by Reviewing and Evaluating Your Own Presentation
9. New Business Development
- Develop New Business Strategies for Yourself
- Qualify a Business Opportunity to Determine Where Your Time is Best Spent
- Develop a Prospecting Call Strategy and Script Alternatives
10. Territory and Account Management
- Differentiate Between Territory Management and Territory Coverage
- Analyze Your Territory and Account Base
- Set Goals
- Analyze Key-Account Relationships
- Perform an Account Penetration Analysis
11. Time Management
- Develop an Objective Tracking System
- Effectively Prioritize Your Work and Manage Your Time
Course Labs
