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This one-day workshop will help you develop those skills, enabling you to sell smarter.


 
Course Outline
COURSE TITLE SELLING SMARTER   OVERVIEW  

It’s no secret that selling has changed in recent years. This is an exciting and dynamic profession, yet it is one of the most underrated and misunderstood, at least in recent years. The back-slapping sleazy, joke-telling huckster has disappeared and in his place is a new generation of sales professionals—highly trained and groomed, with the characteristics of honesty, trustworthiness, and competence.

Broadly defined, today’s top salespeople are in the business of identifying needs and persuading potential customers to respond favorably to an idea that will result in mutual satisfaction for both the buyer and the seller. This one-day workshop will help you develop those skills, enabling you to sell smarter.

LEARNING OBJECTIVES  

At the end of today, participants will be able to:

  • Understand a wonderful paradox: helping other people get what they want gives us more of what we want.
  • Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
  • Recognize the difference between features and benefits of products and services, and develop a plan for increasing product knowledge.
  • Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive, in handling objections and more successful at asking for the business.
  • Recognize the importance of effective communication in the sales process, so we enhance our ability to listen, ask questions, and send congruent body language messages.

 

COURSE OUTLINE  
  • Essential Selling Skills
    • Selling Skills
    • Skill Analysis
    • The Power of the Mind
    • Professionalism
    • The Expectancy Theory
  • What is Selling?
  • Features and Benefits
    • What Are Features and Benefits?
    • Identifying Features and Benefits
  • Setting Goals
    • SMART Goals
  • Time Management
  • Customer Service
  • Types of Selling
    • The Three Types
    • Our Values
  • Ten Major Mistakes
    • Ten Mistakes
    • Ten Solutions
  • Finding New Clients
    • Where to Find New Clients?
    • Networking
  • Selling Price
  • METHODOLOGY  
    • Large group discussions
    • Small group discussion and skill-building exercises
    • Individual skill-building exercises and practice sessions
    • Lecturettes
    • Simulations / Role-plays / Live Practice
    WHO SHOULD ATTEND  
    • Account Managers, Sales Representatives, Territory Representatives, Sales Employees
    PRE-REQUISITES

     

    • Completed pre-assignment
    DURATION  
    • 1 Day
    CLASS SIZE  
    • .6 – 10

    Prerequisites & Certificates
    Pre-Requisites

    Certificates offered

    MANUALS / CERTIFICATES
    All program fees include a manual on CD complete with self study lessons. Course manuals can be purchased for an additional fee and are dependent on subject and level. The manual fee is a passed through cost to our clients.
    Upon completion of the each program each participant will receive a certificate of completion.
    PARKING
    Parking is available for our students at the rear of the building.Please, donít park in the reserved parking spaces around the building, your car will be tagged and/or towed away.
    BREAKS AND LUNCH
    Our courses run between 9:00AM Ė 4:00PM. There are two 15 minutes coffee breaks: one at 10:30AM and the other are at 2:30PM. The lunch break is between 12:00AM and 1:00PM.
    REFRESHMENTS
    Coffee and suitable drinks are provided by us during the course. There are numerous restaurants and take-out places in the area, or you may prefer to bring your own lunch and enjoy it on site. Microwave and fridge available.


    Cancellation Policy
    Commitment of resources and industry standards require that we be notified of any cancellation. As such, you may reschedule any training course up to five (5) working days before the actual training date. Simply call us, and we send you a new registration confirmation without extra charge. If training is rescheduled less than five (5) working days before the training date, a rescheduling fee of 50% of the course fee will be invoiced.

    The latest time we accept rescheduling is until noon on the working day before
    the training date. "No-shows" without prior notification are charged as if you had attended the course. There are no refunds. We reserve the right to cancel any course and reschedule if attendance is not sufficient to run the course. In this case you will be notified, usually five (5) working days or more prior to the
    training day and the training is rescheduled.

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    This course currently does not have any dates scheduled. Please call 1-877-313-8881 to enquire about future dates or scheduling a private, in house course for your team.

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