Fundamental Selling Techniques for the New or Prospective Salesperson

Start your sales career the right way—with this intensive introduction to selling. Because of the mounting pressure facing salespersons in today’s tough economy, this challenging profession is becoming even more competitive. But many prospective sales professionals don’t have a solid foundation and understanding of the fundamentals of selling.

This intensive, highly interactive introduction to the art of selling will equip you with the tools and techniques you need to achieve sales success and improve your performance.

How will you benefit?

After taking this programme, you will be able to:

• Identify the behaviors and skills of a successful sales professional
• Describe different types of selling models
• Identify elements of the sales framework
• Understand prospecting basics and be able to 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

During this programme you will:

• Network and learn from a diverse group of peers from different functions, industries and countries
• Develop a personal action plan to implement back at work
• Learn and practice using real-world examples over 4 interactive online sessions

What will you learn and practice?

LEARNING OBJECTIVES

• Identify the Behaviors, Characteristics, and Skills of a Successful Sales Professional
• Explain the Importance of Sales to Any Organization
• Describe Various Selling Models
• Use a Customer-Centered Selling Approach to Provide Value
• Apply Communication and Sales Tips, Tools, and Techniques to Improve/Enhance Sales Performance

LESSON ONE (3 hours)

The Importance of Sales

• Define Sales from a Customer-Centered Perspective
• Describe a Customer’s Buying Cycle Process
• Describe How Sales Functions Are Different from the Functions of the Rest of an Organization
• Explain How Sales Creates Opportunities That Contribute to the Industry and Organization
• Identify How Sales Department Interacts with the Entire Organization

Successful Sales Process

• Identify Characteristics of a Successful Salesperson
• Describe the AMA Sales Process

Plan for the Business

• Describe How to Analyze an Industry and Territory
• Identify Information That Should Be Included in a Customer Profile
• Apply Segmentation Codes to Differentiate Customers
• Describe How to Prepare Competitive Advantage Statement

LESSON TWO (3 hours)

Find and Qualify the Business

• Identify Resources and Methods for Generating Leads
• Identify Categories of Customers
• Strategize Ways to Respond to Common Objectives
• Compute Sales Activities Ratios
• Schedule Time Effectively for Sales Activities

LESSON THREE (3 hours)

Earn the Business

• Describe the “Earn the Business” Process Steps
• Identify Ways of Opening a Sales Call
• Apply Questioning Techniques to Discover and Confirm Needs
• Discuss Strategies to Present Options and Resolve Objections
• Describe Closing Techniques

LESSON FOUR (3 hours)

Earn the Business (cont’d)

• Describe the “Earn the Business” Process Steps
• Identify Ways of Opening a Sales Call
• Apply Questioning Techniques to Discover and Confirm Needs
• Discuss Strategies to Present Options and Resolve Objections
• Describe Closing Techniques

Deliver the Business

• Describe the “Deliver the Business” Process Steps

Manage the Relationship

• Describe the “Manage the Relationship” Process Steps
• Identify Technologies and Methods for Maintaining Customer Information
• Discuss Strategies for Maintaining Communication with a Customer

Putting It All Together

• Apply All Major Concepts Covered in This Training Programme