Sales Skills Essentials Live Online Training

Sales Skills Essentials

Course Overview

Sales Skills Essentials is a full day live instructor-led class that provides a series of in-depth learning experiences aimed at transforming your sales force into true professionals who are prepped and ready for any challenge. This course requires individuals to take an active role in their learning with self-reflection and measurement, and then shifts the focus to the buyer with an exploration of customer-focused selling and decision-making patterns, and then provides action strategies and planning.

Ten seconds or less is how long the window of opportunity is open for salespeople to grab a client's attention. 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 make their next face-to-face sales call.

Category	ID	Duration	Level	Price
Sales & Negotiation Skills	12090	1 Day(s)	Foundation	$495.00

Objectives

· Assess selling strengths and areas for improvement
· Learn about the trends in today's selling environment
· Understand the concept of customer-focused selling
· Learn the steps of the sales process and buying cycle
· Discover how customers make decisions and describe the steps in the sales process
· Understand the importance of preparation
· Learn an effective framework for opening face-to-face sales calls
· Discover the traits and characteristics that improve success rate
· Understand the importance of building rapport
· Learn how to overcome obstacles and resistance to change

Sales Skills Essentials

Course Outline

Module One: Assessing Your Sales Savvy
Course Objectives
Purpose of the Assessment
Sales Self-Assessment

Module Two: Customer-Focused Selling
“When You Were Sold…”
Today’s Competitive Business World
Keeping the Focus on the Customer
Mastering the Sales Mindset

Module Three: Customer Decision-Making
Why Customers Buy
What Motivates My Customer to Buy
The Customer Buying Cycle
How Customers Make Decisions

Module Four: Introduction to the Sales Process
Overview of the Sales Process
Prospecting and Territory Management Opening the Sales Call
Listening and Questioning
Presenting Solutions, Overcoming Objections and Closing
Cultivating the Relationship
Activities

Module Five: Opening the Sales Call - Overview
The Sales Process
Successfully Opening the Call
Good First Impressions
Benefits of a Good Opening
A Paradox: The Importance of Rapport

Module Six: 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 Seven: Practicing: Opening the Sales Call
Introductions
Confirm the Agenda
The Company Overview
My Company Overview
Sharing My Company Overview

Module Eight: Tips for Opening the Sales Call
Thinking On Your Feet
Be Prepared to Talk About Business
Dealing with Reality
Closing Activity

Prerequisites

There are no prerequisites for this course.

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HRCI Professional in Human Resources (PHR)
HRCI Senior Professional in Human Resources (SPHR)
SHRM Certified Professional (SHRM-CP)

Sales Skills: Advanced