Training Course:Secrets of Sales SuccessSchool/Trainer:TrainersDirect
Plattsburgh, New York, United States
Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced
Course Description:
'' As a salesperson you are in the business of identifying customer needs. You are a “problem detective� In a way, your product or service is a key. You make calls looking for locks that your key will open. In the prospecting phase, you insert the key and find that it fits. In the presenting phase, you twist the key and open the lock. In the closing phase, you turn the handle and push the door open.
Who Should Attend
Anyone new to the field of sales or those looking to enhance their selling skills.
Module 1: Understanding Customer Needs
Identifying Customer Needs: Be a Problem Detective
My Frequently Asked Questions
Four Stages of a Call
Providing Solutions for Needs
Implicit/Explicit Need Exercise
Module 2: Investigating
Situation and Problem Questions
Situation/Problem Question Exercises
Situation & Problem Questions Uncover Implied Needs
Preparation Exercise 1
Problem Question Worksheet
Beyond Implied Needs
Demonstrating Capability Too Soon
Need Identification Practice
Question/Needs/Feedback Form
Implication Questions Develop Implied Needs
Implication Questions
Preparation Exercise 2
Implication Question Exercise
Problem Statements/Implication Questions Worksheet
Transcript A
Implication/Need-payoff Questions: What’s the difference?
Implication/Need-payoff Exercises
Need-payoff Questions
Need-payoff Worksheet
Need-payoff Practice
Question/Needs/Comment Form
Module 3: Demonstrating Capability & Obtaining Commitment
Features, Advantages and Benefits
Features, Advantages and Benefits Exercise
Prerequisites for Obtaining Commitment
The Three Steps in Obtaining Commitment
Module 4: Review
Behavior Definitions
10 Key Review Points
Miscellaneous
Role Play Scenarios
Take Home Application
Open Ended Questions ...''
Please go to the school's official website for training price and schedule:
http://www.trainersdirect.com/
Phone:888-406-7058
School Address:
6064 State Route 22, Ste #2 Plattsburgh, NY 12901 USA
Jobs & Resumes: Plattsburgh
Houses & Roommates: Plattsburgh
Search other schools for Secrets of Sales Success training resources.
Other training courses offered by TrainersDirect:
Performance Based Contracts
Professional Selling
Advanced Selling Skills
Marketing
Marketing Plan
Competitive Analysis
Competitive Strategy
Market Research & Analysis
Market Channels
Strategic Pricing
Building Collaborative Partnerships
Teambuilding
Initiating and Building Improvement Teams
Time, Stress & Emotional Intelligence
Managing Stress
Time Management
Instructional Design and Strategies
Train the Trainer
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