Sales Training

Business Training Works, Inc.
Port Tobacco, MD, United States

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

Course Description:

'' As a participant, at this program’s conclusion you should be able to:
Describe the philosophy of, ¡°salesperson as partner¡± and the benefits of building and retaining client/customer relationships.

Articulate the features and benefits of their products, services, and organization.

Recognize ¡°needs language¡±.

Explain the four phases of the sales process.

Use the prospecting process to identify qualified leads.

Comfortably introduce themselves, others, and their organization.

Describe professional dress, business manners, and networking basics.

Plan a client meeting.

Demonstrate the salesperson¡¯s role in the opening phase of the sales process.

Effectively use probes to uncover client/customer needs.

Answer client/customer objections.

Close sales with customers who are ready to partner with their organization.

Leave the door open when sales do not occur.

Follow up with clients and customers to enhance relationships.

Course Outline

Day One: Blue RibbonTM Selling

You¡¯re Not a Pest; You¡¯re a Partner ¨C Getting into the Sales Mindset
We are all annoyed by telemarketers, stereotypical used car salesmen, and other salespeople who through their dishonesty and pushiness have caused many of us to view sales and salespeople as irritating nuisances ¨C the last thing we want to be. Sales? Not me! Never! This first module challenges the traditional view of selling and those who sell. At its conclusion, participants should come to view themselves as partners in a business relationship; able to provide clients/customers with information, products, and services to best meet their needs.

To Get Where You Are Going, You Need to Know Where You Are ¨C What Differentiates Your Product and Services
Now you¡¯re in a sales mindset but are you really ready to sell? No! Before you can begin selling anything, you need to understand its features and benefits, and any weaknesses (actual or perceived). In this preparatory module, participants will spend time articulating what their particular product or service is, what its benefits are, and which market segments are desirable targets.

What Is It That You Needed? ¨C Understanding Relationship and Needs-Based Selling
Module three explores needs-based selling: what it is, what it¡¯s not, and why it essential for steady, sustainable business growth. Emphasis and activities focus on questioning and listening skills, recognizing the language of needs (such as, ¡°I¡¯d like,¡± or ¡°I hope¡±), and verifying customer objectives. At the module¡¯s conclusion, participants should have a solid understanding of the difference between meeting a customers needs and simply offering or forcing a menu of products and services.

...''

Phone:301.934.3250

School Address:

9015 Katie Court . Port Tobacco, MD 20677 USA

Jobs & Resumes: Port Tobacco
Houses & Roommates: Port Tobacco

Customer Service Telephone Skills
Coaching for Customer Service
Supervision Skills For Managers
CUSTOMER SERVICE EXCELLENCE
Basic Supervision
Time Management
Organizational Skills
Stress Management
Administrative Assistant
Creativity and Critical Thinking
Train the Trainer
Presentation Skills
Technical Presentation Skills

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