Fundamental Selling Techniques for the New or Prospective Salesperson

MCE

How long?

  • 4 days
  • online

MCE

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Reviews

Comprehensive course analysis

Unbiased reviews from past participants
Global companies alumni of this course worked for
Positions of participants who took this course
Countries where most past participants are from
FREE
Individual needs analysis

Who should attend

Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.

About the course

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

Experts

Alexander Teixeira de Mattos

Alexander Teixeira de Mattos is a facilitator and consultant with a wide experience working on personal and team development, in many different industries, at levels ranging from the boardroom to the first line leaders. His passion lies in helping people grow in order to make their business grow....

Monica Arquero Cabrera

During 2 decades, due to her culture based on strategic thinking, understanding of customer needs, innovation, team building (used to manage multicultural and international teams) and hard work to achieve results, Monica has been commissioned by national and international companies to analyze the...

Philippe Duvivier

A former International HR Director with a proven track record in HR and business leadership positions in global organisations, Philippe brings 30 years of HR experience in different industries from Telecom, Service, Automotive to High Technology and Distribution & Retail. He has worked at dif...

Krzysztof Kalata

Krzysztof brings to MCE more than 20 year’s extensive leadership and management experience in the service and financial sectors. He has broad functional experience in senior managerial positions in sales and training departments, leading large sales networks with hundreds of employees. He has dev...

Sergio Anarte

Sergio is passionate about helping individuals and organizations improve their performance and achieve outstanding results. He loves to understand what the key levers that can take individuals and organizations performance to the next level are, and creates and implements simple yet powerful tran...

Florin Vladica

A senior learning and development professional with a solid expertise in sales effectiveness, sales management and leadership, Florin brings to MCE over 20 years of experience in business practice, executive management and corporate training. His natural ability to interact with people from diffe...

Mike Englander

Mike Englander brings to MCE’s B2B sales and channel management curriculum his thirty years’ worldwide experience in industrial product sales, marketing and business development. His projects have varied from business establishment to project management, and have covered a wide range of high tech...

Fundamental Selling Techniques for the New or Prospective Salesperson at MCE

From  EUR 1 795$2,167
Add coaching to your course booking

Coaching can personalize and deepen learning for you and your organization.


Something went wrong. We're trying to fix this error.

Thank you for your application

We will contact the provider to ensure that seats are available and, if there is an admissions process, that you satisfy any requirements or prerequisites.

We may ask you for additional information.

To finalize your enrollment we will be in touch shortly.

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.