Sales Presentations Skills

Duration: 1 day

This training program introduces concepts of the Sales Call Process which will provide clarity and enhance the selling process and develop greater confidence amongst the sales team to drive increased revenues to the company.

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Description

After completing this course, students will know how to:

  • Know what the right sale is, the barriers to making a sale, and various selling methods.
  • Define the sales process and understand the details of the buying and selling processes.
  • Discuss prospecting methods, define their target markets and customers, and develop a cold-calling script.
  • Qualify prospects by using effective listening and questioning techniques.
  • Discuss positioning, identify buyer types, how to prepare for presenting a sales pitch, and handle objections.
  • Negotiate to work toward an agreement by proving value and close the sale.

 

Course Objectives

Introduction

Sales as a Profession

  • The sales process
  • Personal motivation

What is Sales

  • The correct sale
  • Your current market

 Prospecting

  •  Cold Calling
  •  Phone prospecting
  •  The difference between a prospect and a customer.
  •  Using your existing customers
  • Getting past the Gatekeepers

Qualifying

  • The qualifying process
  • Your research
  • Your competition

Presenting

  • Buyer types
  • Needs Analysis
  • Presenting to buyers
  • Handling Objections

 Recommending

  •  Proving the value

 Closing the Sale

  •  Asking for the sale

  •  Follow up

Customer service

Maintaining the Relationship

Using what you’ve learned

 

Prerequisites

None

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