Fundamental Selling Techniques for the New or Prospective Salesperson
AMA - American Management Association
Course description
Fundamental Selling Techniques for the New or Prospective Salesperson
Because of the mounting pressure facing salespersons in today’s landscape, this challenging profession is becoming even more competitive. But many prospective sales professionals don’t have the necessary sales training and understanding of the fundamentals of selling. This intensive, highly interactive 2-day introduction to the art of selling will equip you with the tools and techniques you need to achieve sales success and improve your performance.
How you will benefit:
- Identify the behaviors and skills of a successful sales professional
- Describe different types of selling models
- Identify elements of the sales framework
- Understand prospecting basics and be able to 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
Who should attend?
Training content
This training course will cover:
- 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
- Identifying resources and methods of generating 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
Costs
The course is priced as follows: $2195 - Non-members
$1995 - AMA members
$1889 - GSA price
About AMA
About American Management Association International
For over 90 years, American Management Association International (AMA) has been a world leader in professional development. AMA supports the goals of individuals, organizations, and government agencies with a complete range of corporate talent transformation solutions, including public open-enrollment seminars...
Contact info
AMA - American Management Association
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