Overview

Start your sales career the right way—with this intensive introduction to selling.Because of the mounting pressure facing salespersons in today’s landscape, this challenging profession is becoming even more competitive. But many prospective sales professionals don’t have the necessary sales training and understanding of the fundamentals of selling. This intensive, highly interactive 2-day introduction to the art of selling will equip you with the tools and techniques you need to achieve sales success and improve your performance.Who Should Attend:Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.How You Will Benefit:Identify the behaviors and skills of a successful sales professionalDescribe different types of selling modelsIdentify elements of the sales frameworkUnderstand prospecting basics and be able to conduct a sales callUse a customer-centered selling approach to provide valueChoose a closing technique to earn the businessComplete a formula to achieve sales goalsManage the customer relationship on an ongoing basisDevelop an action plan to apply your new skillsWhat You Will Cover:Unique aspects of sales functions compared with the rest of an organizationBehaviors, characteristics and skills of a successful salespersonCharacteristics of different selling models, types and structuresCalculating and setting goals based on your sales quota and planAnalyzing the territory and conducting account researchPlanning your calendar to achieve sales goals and build a sales pipelineIdentifying resources and methods of generating leadsStrategies to respond to common new business objectionsThe “Earn the Business” processThe “Deliver the Business” processThe “Manage the Relationship” processTechnologies or methods for maintaining customer informationStrategies to maintain communication with a customerCourse Outline:Learning ObjectivesUnderstand How Sales Creates Revenue That Contributes to the Industry and Your OrganizationUse a Customer-Centered Sales Approach to Provide Value to CustomersIdentify the Behaviors, Characteristics, and Skills of a Successful Sales ProfessionalExpand Your Communication Skills and Apply Sales Tips, Tools, and Techniques to Enhance Sales PerformanceDevelop an Action Plan to Apply Learned SkillsThe Importance of SalesUnderstand How Sales Creates Revenue That Contributes to Your Industry and Your OrganizationDefine Sales from a Customer-Centered PerspectiveDescribe a Customer’s Buying CycleSelling ModelsDescribe Characteristics of Different Selling ModelsAppreciate the Impact of Electronic Selling ModelsUnderstand the Various Customer Buying ChannelsSuccessful Salespeople and Relationship BuildingIdentify Characteristics of a Successful SalespersonRecognize Sales Model CharacteristicsExpand Your Communication Skills for Targeted Results By Understanding Personality StylesPlan for the BusinessUnderstand How to Analyze Your Industry and TerritoryIdentify Information That Should Be Included in a Customer ProfileApply Segmentation Codes to Differentiate CustomersDescribe How to Prepare Competitive Advantage StatementsFind and Qualify the BusinessDescribe the “Find and Qualify the Business” Process StepsIdentify Resources and Methods for Generating LeadsUnderstand Ways to Contact Existing Customers for New Sales OpportunitiesStrategize Ways to Respond to Common ObjectionsManage Your Time By Benchmarking ActivitiesEarn the BusinessDescribe the “Earn the Business” Process StepsIdentify Ways of Opening a Sales CallApply Proactive Listening Skills to Discover, Clarify and Confirm NeedsUnderstand Strategies to Present Options and Resolve ObjectionsUse Closing Techniques to Gain a CommitmentDeliver the BusinessDescribe the “Deliver the Business” Process StepsUnderstand That Delivering the Business Is Directly Connected to Earning the BusinessManage the RelationshipDescribe the “Manage the Relationship” Process StepsUnderstand Strategies for Maintaining Relationships with Your CustomersIdentify Technologies and Methods for Maintaining Customer InformationPutting It All Together: Strategies for SuccessApply the Skills, Tools, and Techniques Learned Throughout the Program