Sales 101: Fundamental Skills
Training for Selling in a Consultative Environment
New to selling?
Need back to basics?
Experienced but need 'top of mind'?
Develop your sales ability with Basic Selling Skills
Purpose:
Attendees complete the course understanding the basics of selling and knowing how to make a great sales call
Course Features:
- A detailed study of how and why people buy
- The 'buying cycle' and the associated 'sales cycle'
- Understanding the Sales Pipeline and its equations
- A study of each area of the selling process
- Role plays of realistic call situations
- Objection handling techniques
- Objection clinic
- How to close the sale
Takeaway Skills:
Understanding and practice in:
- The basic sales process/cycle, account management, call planning and history
- The process of finding an appropriate Sales Pipeline of opportunities
- Customer interaction techniques as part of the sales cycle
- Profiling customer needs and requirements and matching these to your company’s solutions
- Clarifying and overcoming objections
- Articulating solution benefits from the customer perspective
- The structure and implementation of effective sales calls
- The use of the Call Planner
- The use of the Call Evaluation Worksheet
- 'Closing' - furthering the business and obtaining commitment
- Telephone skills in the selling process
Course Emphasis:
- Qualifying correct and good business
- Handling objections professionally
- Closing - furthering the business to completion
Audience:
Direct sales staff, management and support staff in the sales process
Prerequisites:
A need to understand and/or execute the sales process
Duration: 3 days
»Download a PDF document about this course here
TOP