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.
Interested in attending? Have a suggestion about running this course near you?
Register your interest now
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
