Fundamental Selling Techniques for the New or Prospective Salesperson

Learning Objectives

• Understand How Sales Creates Revenue That Contributes to the Industry and Your Organization
• Use a Customer-Centered Sales Approach to Provide Value to Customers
• Identify the Behaviors, Characteristics, and Skills of a Successful Sales Professional
• Expand Your Communication Skills and Apply Sales Tips, Tools, and Techniques to Enhance Sales Performance
• Develop an Action Plan to Apply Learned Skills

The Importance of Sales

• Understand How Sales Creates Revenue That Contributes to Your Industry and Your Organization
• Define Sales from a Customer-Centered Perspective
• Describe a Customer’s Buying Cycle

Selling Models

• Describe Characteristics of Different Selling Models
• Appreciate the Impact of Electronic Selling Models
• Understand the Various Customer Buying Channels

Successful Salespeople and Relationship Building

• Identify Characteristics of a Successful Salesperson
• Recognize Sales Model Characteristics
• Expand Your Communication Skills for Targeted Results By Understanding Personality Styles

Plan for the Business

• Understand How to Analyze Your 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

Find and Qualify the Business

• Describe the “Find and Qualify the Business” Process Steps
• Identify Resources and Methods for Generating Leads
• Understand Ways to Contact Existing Customers for New Sales Opportunities
• Strategize Ways to Respond to Common Objections
• Manage Your Time By Benchmarking Activities

Earn the Business

• Describe the “Earn the Business” Process Steps
• Identify Ways of Opening a Sales Call
• Apply Proactive Listening Skills to Discover, Clarify and Confirm Needs
• Understand Strategies to Present Options and Resolve Objections
• Use Closing Techniques to Gain a Commitment

Deliver the Business

• Describe the “Deliver the Business” Process Steps
• Understand That Delivering the Business Is Directly Connected to Earning the Business

Manage the Relationship

• Describe the “Manage the Relationship” Process Steps
• Understand Strategies for Maintaining Relationships with Your Customers
• Identify Technologies and Methods for Maintaining Customer Information

Putting It All Together: Strategies for Success

• Apply the Skills, Tools, and Techniques Learned Throughout the Program