Introduction to Sales On-Site Training

This two day hands on seminar is designed to teach the skills that will help increase sales and profitability through an increased understanding of the sales process and how it affects each customer’s situation.

Course Description/Agenda

Due to the complexity of selling today, new sales personnel require a creative easy to use problem-solving approach to fulfilling their customer’s needs in a value-added manner. This fundamental approach differentiates a company’s products and services from its competitors by creating practical enhancements to their customer’s business.

Introduction To Selling is a two day hands on seminar designed to teach the skills that will help increase sales and profitability through an increased understanding of the sales process and how it affects each customer’s situation. The focus of the course is on the fundamentals of salesmanship. The course will help sales personnel to determine the actual areas of customer concern where they can through the use of sales skills provide value which improves profits or cuts cost for their customers.

Introduction To Selling uses multiple industry-specific role plays enabling participants to practice skills which apply to their work environments. Intensive feedback is provided by skilled sales professional who will instruct the participants and the peer group using objective measurement criteria to assess progress. A simple but effective behavioral instrument is used to determine the sales personnel’s primary and secondary behavioral styles when interacting with their customers.

On-Site Training: can be tailored to the needs of client organization and delivered on-site at time and location of client choice.

Objectives:

Participants will learn to:

Deal with multi-levels sales structures—users, authorizers, and purchasing agents
Apply questioning skills for an in-depth analysis of the buyer’s attitudes, situations, problems, and priorities to determine an optimum strategy for developing an advantage over the competition
Offer creative options for buyer’s problems or to add value to current or future buying situations and to assist the buyer in selecting the optimum options for a solution
Use post-sales call measurement to assess their own performance and identify key customer issues by thinking and responding like a business consultant
Apply a broad understanding of the face-to-face Sales process of questioning, and closing skills and handling objections
Recognize basic styles of buyer behavior and determined how to adapt to each style to create positive “chemistry”
Formulate a personal Feature—Advantage—Benefit and Proof Outline for one or more of their products

For more information and pricing, please complete the form to the right and we will email you a confidential Annotated Outline that will provide you with an hour by hour description of this training seminar.