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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 11:00 AM ET / 8:00 AM PT from January 11, 2022 to March 1, 2022
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Price
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Course Agenda
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| Session I |
Tuesday, January 11, 2022
Introduction – Understanding how customers buy |
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| Session II |
Thursday, January 13, 2022
Recognizing customer styles via telephone and email |
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| Session III |
Tuesday, January 18, 2022
Selling to different types of people |
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| Session IV |
Thursday, January 20, 2022
Buying influences |
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Week of January 24, 2022 ~ First customized virtual sales call with feedback
One hour (date and time determined with participant) |
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| Session V |
Tuesday, February 1, 2022
Asking questions |
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| Session VI |
Thursday, February 3, 2022
Active listening |
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| Session VII |
Tuesday, February 8, 2022
Handling objections |
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| Session VIII |
Thursday, February 10, 2022
Selling Benefits |
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Week of February 14, 2022 ~ Second customized virtual sales call with feedback
One hour (date and time determined with participant) |
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| Session IX |
Tuesday, February 22, 2021
Closing |
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Week of February 21, 2022 ~ Third customized virtual sales call with feedback
One hour (date and time determined with participant) |
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| Session X |
Tuesday, March 1, 2022
Course review and summary |
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| Register Now! |
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