Select date & time

How You Will Benefit

• ● Reach personal?customer?or organizational goals and deliver consistently outstanding results
• ● Acquire the habits of successful professionals and seize opportunities to apply your knowledge
• ● Strategically plan sales activities
• ● Convey the right sales messages to the right people
• ● Use probing? paraphrasing?and other listening skills to clearly identify customer needs
• ● Resolve the issues of customers from their perspectives
• ● Understand sales processes and negotiate more effectively and efficiently
• ● Learn how to handle difficult customers

Who Should Attend

• - Sales professionals with a minimum of one year of sales experience?veterans who want to refresh their skills and managers who want to learn professional sales training techniques to train salespeople.

Course Outline

1. Professionalism
 - Set Your Learning Goals for This Class
 - Define “Professionalism”
 - Identify the Habits of Productive Salespeople
2. Planning
 - Define and Perform a Competitive Analysis
 - Complete an Account Profile of One of Your Best Customers
 - Identify the Key Contacts in Each of Your Accounts
3. Listening
 - Identify the Elements of Good Listening
 - Identify the Barriers to Effective Listening, as Well as Techniques of Attentive and Active Listening
 - Demonstrate Your Proficiency in Active, Attentive Listening
4. Becoming a Problem Solver
 - Explain the Difference Between Supplier-Based Selling and Customer Problem Solving
 - Develop a Plan for Using a Consultative Selling Approach for Your Business
5. The sales process
 - Greeting people
 - Discovery
 - Presentation
 - Handling objections
 - Closing
6. Creating action plans

Prerequisite / Pre-Assignment

N/A