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.
Who should attend?
Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.
Training content
Learning Objectives
- Identify the Behaviors, Characteristics, and Skills of a Successful Sales Professional
- Explain the Importance of Sales to Any Organization
- Describe Various Selling Models
- Use a Customer-Centered Selling Approach to Provide Value
- Apply Communication and Sales Tips, Tools, and Techniques to Improve/Enhance Sales Performance
Lesson One
The Importance of Sales
- Define Sales from a Customer-Centered Perspective
- Describe a Customer’s Buying Cycle Process
- Describe How Sales Functions Are Different from the Functions of the Rest of an Organization
- Explain How Sales Creates Opportunities That Contribute to the Industry and Organization
- Identify How Sales Department Interacts with the Entire Organization
Successful Sales Process
- Identify Characteristics of a Successful Salesperson
- Describe the AMA Sales Process
Plan for the Business
- Describe How to Analyze an Industry and Territory
- Identify Information That Should Be Included in a Customer Profile
- Apply Segmentation Codes to Differentiate Customers
- Describe How to Prepare Competitive Advantage Statements
Lesson Two
Find and Qualify the Business
- Identify Resources and Methods for Generating Leads
- Identify Categories of Customers
- Strategize Ways to Respond to Common Objectives
- Compute Sales Activities Ratios
- Schedule Time Effectively for Sales Activities
Lesson Three
Earn the Business
- Describe the “Earn the Business” Process Steps
- Identify Ways of Opening a Sales Call
- Apply Questioning Techniques to Discover and Confirm Needs
- Discuss Strategies to Present Options and Resolve Objections
- Describe Closing Techniques
Lesson Four
Earn the Business (cont’d)
- Describe the “Earn the Business” Process Steps
- Identify Ways of Opening a Sales Call
- Apply Questioning Techniques to Discover and Confirm Needs
- Discuss Strategies to Present Options and Resolve Objections
- Describe Closing Techniques
Deliver the Business
- Describe the “Deliver the Business” Process Steps
Manage the Relationship
- Describe the “Manage the Relationship” Process Steps
- Identify Technologies and Methods for Maintaining Customer Information
- Discuss Strategies for Maintaining Communication with a Customer
Putting It All Together
- Apply All Major Concepts Covered in This Seminar
Costs
The course is priced as follows: $2195 - Non-members
$1995 - AMA members
$1889 - GSA price
Certification / Credits
- 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
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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