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Master The Sales Process - Virtually
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Objectives
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- Show attendees how to set themselves apart from their competition.
- Explore the sales process and improve the attendee's ability uncover opportunities and win orders.
- Change the mindset of the attendee to see everything in the sales process as a part of closing.
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Course Synopsis
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At Sales Concepts, we believe there is no single Right Way to sell. Using our unique experiential learning methodology, we are able to customize this program for the individual needs of each attendee! Persuasive Sales consists of interactive workshops, theory, sales-call simulations, and instructor feedback. Simply put, people learn by doing; therefore, attendees sell their products and services to Sales Concepts instructors who portray their customers in three realistic virtual sales calls. These real-life scenarios are based on input from each attendee and their manager.
We emphasize that closing is an integral part of the whole, not just an event at the end of the sales process. Attendees receive individual feedback from our instructors. Our goal is to help each individual enrolled in Persuasive Sales leave better prepared to win more orders and sell at their highest potential in a lasting and consistent way that works for them.
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Topics Covered
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| The Sales Process |
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We cover it all from the initial contact to follow-up. |
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| Customer Buying Styles |
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How to understand and meet your customer's expectations. |
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| Handling Objections and Closing |
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Objections should be viewed as an opportunity, not feared. |
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| Asking Questions |
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Selling is not telling. Questions lead to opportunity and more business. |
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| Account Management |
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Proactive versus reactive selling, the daily activities that yield positive results. |
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| Selling Quality not Price |
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Business is seldom lost because of price alone. |
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| Communication |
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The important link between you and your customers. |
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Structure
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- Ten interactive on-line one-hour sessions
- Three virtual sales calls via Zoom or the video conferencing platform of your choice.
- Tuesdays and Thursdays at 4:00 PM ET / 1:00 PM PT from September 21, 2021 to November 9, 2021
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Price
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Course Agenda
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| Session I |
Tuesday, September 21, 2021
Introduction – Understanding how customers buy |
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| Session II |
Thursday, September 23, 2021
Recognizing customer styles via telephone and email |
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| Session III |
Tuesday, September 28, 2021
Selling to different types of people |
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| Session IV |
Thursday, September 30, 2021
Buying influences |
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Week of October 4, 2021 ~ First customized virtual sales call with feedback
One hour (date and time determined with participant) |
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| Session V |
Tuesday, October 12, 2020
Asking questions |
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| Session VI |
Thursday, October 14, 2021
Active listening |
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| Session VII |
Tuesday, October 19, 2021
Handling objections |
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| Session VIII |
Thursday, October 21, 2021
Selling Benefits |
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Week of October 25, 2021 ~ Second customized virtual sales call with feedback
One hour (date and time determined with participant) |
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| Session IX |
Tuesday, November 2, 2021
Closing |
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Week of November 1, 2021 ~ Third customized virtual sales call with feedback
One hour (date and time determined with participant) |
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| Session X |
Tuesday, November 9, 2021
Course review and summary |
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| Register Now! |
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