Sales Calls - From Handshake to Proposal

Sprott School Of Business
Ottawa, Canada

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' During this session, students will create a plan to take a sales call from the first handshake to the proposal stage. They will learn the four essential selling skills: questioning, listening, verifying, and explaining. By learning how to develop the right questions and listening effectively to the answers, participants will be better able to create win-win solutions geared towards a totally client-centred level of sales success.

This seminar includes role-playing and offers sales professionals the opportunity to develop increased self-confidence while refining their sales strategies. By learning and practicing these proven techniques and anticipating and overcoming objections, participants will become more comfortable with any sales challenge they encounter.



PROGRAM CONTENT



Basic Selling Skills
Asking crucial questions
Active and passive listening
Verifying for common awareness
Explaining in the customer¡¯s language

Preparing for the First Meeting
Getting into a selling frame of mind
Reviewing the benefit statement
Physical preparation
Emotional preparation
Logical preparation

Creating Customer-Focused Meetings
Meeting the customer ¨C the first visit
Establishing a rapport
Setting the agenda
Selling to different personality styles

Managing Client Meetings
The importance of questions
Making a customer-centred recommendation
Handling objections



WHAT YOU WILL LEARN

Four essential selling skills
How to prepare for the interaction
Enhancing your selling skills by understanding how to bridge differences between unique individuals
Recognizing and adapting to a prospect¡¯s behaviour
Zeroing in on a buyer¡¯s needs
Determining five key situation factors
Making a recommendation
The importance of objections


WHO SHOULD ATTEND

Sales professionals who meet clients face to face
Sales managers who want to be effective role models
Business owners who want to hone their skills
Entrepreneurs who are constantly in a selling or presenting mode
Experienced sales representatives who want to sharpen their abilities
New sales representatives who want to learn the most effective method of customer presentation

...''

Phone:(613) 520-3488

School Address:

Sprott School Of Business
Carleton University
804 Dunton Tower
1125 Colonel By Drive
Ottawa, ON K1S 5B6
Canada

Telephone:
Facsimile: (613) 520-3488
(613) 520-2532
profdev@sprott.carleton.ca


Jobs & Resumes: Ottawa
Houses & Roommates: Ottawa

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