Sales Skills: Essential Training

The Sales Skills Essentials Training is a live instructor-led course that provides a series of in-depth learning experiences aimed at transforming your sales force into true professionals who are prepped and ready for any challenge. Ten seconds or less is how long the window of opportunity is open for salespeople to grab a client's attention. That's why it's vitally important to arm them with the tools that enable them to be confident, sincere, engaging, and successful before they make their next face-to-face sales call.

The Sales Skills Essentials Training course provides you with the opportunity to take an active role in your learning with self-reflection and measurement, and then shifts the focus to the buyer with an exploration of customer-focused selling and decision-making patterns, and finally, provides action strategies and planning.

Module One: Assessing Your Sales Savvy

• Course Objectives
• Purpose of the Assessment
• Sales Self-Assessment

Module Two: Customer-Focused Selling

• When You Were Sold
• Today s Competitive Business World
• Keeping the Focus on the Customer
• Mastering the Sales Mindset

Module Three: Customer Decision-Making

• Why Customers Buy
• What Motivates My Customer to Buy
• The Customer Buying Cycle
• How Customers Make Decisions

Module Four: Introduction to the Sales Process

• Overview of the Sales Process
• Prospecting and Territory Management
• Opening the Sales Call
• Listening and Questioning
• Presenting Solutions, Overcoming Objections and Closing
• Cultivating the Relationship

Module Five: Opening the Sales Call - Overview

• The Sales Process
• Successfully Opening the Call
• Good First Impressions
• Benefits of a Good Opening
• A Paradox: The Importance of Rapport

Module Six: Preparing to Open the Sales Call

• Framework for the Initial Sales Call
• The Importance of the Agenda
• Communicating and Planning Your Agenda
• Practice Makes Perfect!

Module Seven: Practicing: Opening the Sales Call

• Introductions
• Confirm the Agenda
• The Company Overview
• My Company Overview
• Sharing My Company Overview

Module Eight: Tips for Opening the Sales Call

• Thinking On Your Feet
• Be Prepared to Talk About Business
• Dealing with Reality
• Closing Activity

This course is appropriate and ideal for sales professionals operating in any sales environment.