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TrainersDirect
presents
Principles of Professional Selling On-Site Training
From first contact to closing the sale, this three-day seminar is the foundation for a long and successful career as a professional salesperson.
Course Description/Agenda
Length:
3 days
Number of Participants: Up to 20
Materials: Notebooks and handouts provided
The basic skills needed to be a successful
salesperson must not be overlooked. From first contact to closing
the sale, this three-day seminar is the foundation for a long and
successful career as a professional salesperson.
You
will learn to:
- Establish principles,
commitment, and performance in your work
- Win the prospect's confidence
- Understand the buyer's behavior
- Build long-term sales
relationships
- Listen more effectively
- Manage the sales process
- Know when and how to close the
sale
- Manage time and territory
1. Introduction
- Professionalism
- Relationship of Principles,
Commitment and Performance
2. Planning
- The Planning Process
- Performing a Corporate Audit
- Developing An Incremental Sales
Strategy
3. Understanding
Buyer Behavior
- Identifying Your Behavioral
Style
- Identifying Other Behavioral
Styles
- Adapting Your Presentation to
Other Styles
4. The Sales Process
- The Greeting
- Getting Attention and Gaining
Interest
- Discovering Needs
- Presenting Solutions
- Handling Objections
- Recognizing Buying Signals
- Closing Techniques
- Reinforcing the Sale
5. Effective
Listening
- Understanding the Barriers to
Listening
- Keys to Effective Listening
6. Personal
Evaluation Exercise
- Role Play
- Individual Critique
7. Telephone
Techniques
- Planning
- Getting Appointments
- Qualifying Prospects
8. Time and Territory
Management
- Growth Planing
- Managing a Small Territory
- Managing a Large Territory
- Developing Account Objectives
- Developing Territory Objectives
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On-Site Training
