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Fundamental Selling Techniques for Salesperson

at Global Knowledge - The Loop

(58)
Course Details
Price:
$2,095
Start Date:

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Location:
The Loop, Downtown/Loop
205 N Michigan Ave Fl 10
Btwn E Lake & South Water Streets
Illinois City, Illinois 60601
(Map)
Book at Office/Home
Description
Class Level: All levels
Age Requirements: 18 and older
Average Class Size: 10

What you'll learn in this sales training:

In this intensive, highly interactive course, you will gain an introduction to the art of selling that will equip you with the tools and techniques you need to achieve sales success and improve your performance.  

What You'll Learn:
  • Behaviors and skills of a successful sales professional 
  • Types of selling models 
  • Elements of the sales framework 
  • Prospecting basics and 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 
  • Unique aspects of sales functions compared with the rest of an organization 
  • Behaviors, characteristics, and skills of a successful salesperson 
  • Characteristics of different selling models, types, and structures 
  • Calculating and setting goals based on your sales quota and plan 
  • Analyzing the territory and conducting account research 
  • Planning your calendar to achieve sales goals and build a sales pipeline 
  • Resources and methods to generate leads 
  • Strategies to respond to common new business objections 
  • The "Earn the Business" process 
  • The "Deliver the Business" process 
  • The "Manage the Relationship" process 
  • Technologies or methods for maintaining customer information 
  • Strategies to maintain communication with a customer 
Who Needs to Attend: Salespeople, sales support, and potential candidates for sales positions who want to build and revitalize their existing selling skills 

Course Outline 

1. Learning Objectives 
  • Behaviors and Skills of a Successful Sales Professional 
  • Importance of Sales to Any Organization 
  • Different Types of Selling Models 
  • Use a Customer-Centered Selling
  • Approach to Provide Value 
  • Apply Communication and Sales Tips, Tools, and Techniques to Improve/Enhance Sales Performance 
  • Develop an Action Plan to Apply Your New Skills 
2. The Importance of Sales 
  • Sales from a Customer-Centered 
  • Perspective Customer's Buying Cycle Process 
  • How Sales Functions are Different from the Functions of the Rest of an Organization 
  • How Sales Creates Opportunities that Contribute to the Industry and Organization 
  • How a Sales Department Interacts within an Entire Organization 
3. Characteristics of a Successful Salesperson 
  • Sales Success Mode 

4. Selling Models Characteristics of Different Selling Models 

5. The AMA Sales Framework 

6. Plan for the Business 
  • Analyze an Industry and Territory 
  • Information that Should Be Included in a Customer Profile 
  • Apply Segmentation Codes to Differentiate Customers 
  • Prepare Competitive Advantage Statements 
7. Find and Qualify the Business 
  • Resources and Methods for Generating Leads 
  • "Find and Qualify the Business" Process Steps 
  • Categories of Customers 
  • Strategize Ways to Respond to Common Objections 

8. Earn the Business "
  • Earn the Business" Process Steps 
  • Opening a Sales Call 
  • Apply Questioning Techniques to Discover and Confirm Needs 
  • Strategies to Present Options and Resolve Objections Closing Techniques 
9. Deliver the Business
  • "Deliver the Business" Process Steps

Still have questions? Ask the community.

Refund Policy
Notice of cancellation must be submitted 16 business days prior to class.

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School: Global Knowledge

Global Knowledge

Global Knowledge is the world's leading learning services and professional development solutions provider. We deliver learning solutions to support customers as they adapt to key business transformations and technological advancements that drive the way that organizations around the world differentiate...

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