Your Cart Is Empty
Professional Development Skills >
Sales and Negotiation Skills >
Selling Essentials: Perfecting the Sales Call
This course will help your sales team establish themselves as experts, think on their feet, adapt to client expectations, and capture lifetime clients.
Please contact us to schedule private groups for this course.You never get a second chance to make a first impression. Ten seconds or less – that's how long the window of opportunity is open for your salespeople to grab a client's attention. And that's why it's vitally important to arm them with the tools that enable them to be confident, sincere, engaging, and successful – before they set foot in their next face-to-face sales call.With the proper knowledge and preparation, your salespeople can establish themselves as experts, think on their feet, adapt to client expectations, and capture lifetime clients. The Opening The Sales Call Training course is an in-depth training program that does just that.Key Topics• The framework of a successful first call with a customer which allows you to plan for, and subsequently open the call with confidence• How to develop an agenda that resonates with your prospect’s situation and then communicate that agenda in a clear and concise manner• Strategies for introducing everyone on the call and reviewing the agenda in your own words.• How to clearly describe what your company does and the ways you can help to gain customer buy-in and to open the door for a two-sided conversation later in the meeting• Situations when you must adapt your agenda to meet customer expectations• The typical progression of a customer’s thoughts on making a change and the importance of anticipating business needs
Sales and Negotiation Skills
Lesson objectives help you become comfortable with the course, and also provide a means to evaluate learning. In the Opening The Sales Call Training course, you will:• Identify strategies to use for preparing to open the sales call• Describe the traits that help you to be successful when opening the call• Explain the importance of building rapport• Demonstrate how to open the call using a consistent framework• Describe tips for successfully opening the sales call
Module One: Overview Course Objectives The Sales Process Successfully Opening the Call Good First Impressions Benefits of a Good Opening A Paradox: The Importance of Rapport Module Two: Preparing to Open the Sales Call Framework for the Initial Sales Call The Importance of the Agenda Communicating and Planning Your Agenda Practice Makes Perfect!
Module Three: Practicing: Opening the Sales Call Introductions Confirm the Agenda The Company Overview My Company Overview Sharing My Company Overview Module Four: Tips for Opening the Sales Call Thinking on Your Feet Be Prepared to Talk About Business Dealing with Reality Closing Activity: Action Plan
HRCI Professional in Human Resources (PHR)HRCI Senior Professional in Human Resources (SPHR)SHRM Certified Professional (SHRM-CP)
The following course will be beneficial as a prerequisite baseline:• Sales Skills Essentials
Productivity Point Learning Solutions
evolved out of a desire to increase our outreach
both nationally and internationally.
Productivity Point Headquarters
1580 Sawgrass Corporate Parkway
Sunrise, Florida 33323