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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.
- Mondays and Thursdays at 4:00 PM ET / 1:00 PM PT from September 24, 2002 to November 16, 2020
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Price
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Course Agenda
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| Session I |
Thursday, September 24, 2020
Introduction – Understanding how customers buy |
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| Session II |
Monday, September 28, 2020
Customer buying styles |
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| Session III |
Monday, October 5, 2020
Selling to different types of people |
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| Session IV |
Thursday, October 8, 2020
Buying influences |
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Week of October 12, 2020 ~ First customized virtual sales call with feedback
One hour (date and time determined with participant) |
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| Session V |
Monday, October 19, 2020
Asking questions |
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| Session VI |
Thursday, October 22, 2020
Active listening |
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| Session VII |
Monday, October 26, 2020
Handling objections |
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Week of October 26, 2020 ~ Second customized virtual sales call with feedback
One hour (date and time determined with participant) |
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| Session VIII |
Monday, November 2, 2020
Selling benefits |
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| Session IX |
Thursday, November 5, 2020
Closing |
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Week of November 9, 2020 ~ Third customized virtual sales call with feedback
One hour (date and time determined with participant) |
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| Session X |
Monday, November 16, 2020
Course review and summary |
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| Register Now! |
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