Fundamental Selling Techniques for the New or Prospective Salesperson

Because of the mounting pressure facing salespersons in today’s landscape, this challenging profession is becoming even more competitive. But many prospective sales professionals don’t have the necessary sales training and understanding of the fundamentals of selling. This intensive, highly interactive 2-day introduction to the art of selling will equip you with the tools and techniques you need to achieve sales success and improve your performance.

• Identify the behaviors and skills of a successful sales professional
• Describe different types of selling models
• Identify elements of the sales framework
• Understand prospecting basics and be able to conduct a sales call
• Use a customer-centered selling approach to provide value
• Choose a closing technique to earn the business
• Complete a formula to achieve sales goals
• Manage the customer relationship on an ongoing basis
• Develop an action plan to apply your new skills

• Unique aspects of sales functions compared with the rest of an organization
• Behaviors, characteristics and skills of a successful salesperson
• Characteristics of different selling models, types and structures
• Calculating and setting goals based on your sales quota and plan
• Analyzing the territory and conducting account research
• Planning your calendar to achieve sales goals and build a sales pipeline
• Identifying resources and methods of generating leads
• Strategies to respond to common new business objections
• The “Earn the Business” process
• The “Deliver the Business” process
• The “Manage the Relationship” process
• Technologies or methods for maintaining customer information
• Strategies to maintain communication with a customer

Learning Objectives

• Understand How Sales Creates Revenue That Contributes to the Industry and Your Organization
• Use a Customer-Centered Sales Approach to Provide Value to Customers
• Identify the Behaviors, Characteristics, and Skills of a Successful Sales Professional
• Expand Your Communication Skills and Apply Sales Tips, Tools, and Techniques to Enhance Sales Performance
• Develop an Action Plan to Apply Learned Skills

The Importance of Sales

• Understand How Sales Creates Revenue That Contributes to Your Industry and Your Organization
• Define Sales from a Customer-Centered Perspective
• Describe a Customer’s Buying Cycle

Selling Models

• Describe Characteristics of Different Selling Models
• Appreciate the Impact of Electronic Selling Models
• Understand the Various Customer Buying Channels

Successful Salespeople and Relationship Building

• Identify Characteristics of a Successful Salesperson
• Recognize Sales Model Characteristics
• Expand Your Communication Skills for Targeted Results By Understanding Personality Styles

Plan for the Business

• Understand How to Analyze Your Industry and Territory
• Identify Information That Should Be Included in a Customer Profile
• Apply Segmentation Codes to Differentiate Customers
• Describe How to Prepare Competitive Advantage Statements

Find and Qualify the Business

• Describe the “Find and Qualify the Business” Process Steps
• Identify Resources and Methods for Generating Leads
• Understand Ways to Contact Existing Customers for New Sales Opportunities
• Strategize Ways to Respond to Common Objections
• Manage Your Time By Benchmarking Activities

Earn the Business

• Describe the “Earn the Business” Process Steps
• Identify Ways of Opening a Sales Call
• Apply Proactive Listening Skills to Discover, Clarify and Confirm Needs
• Understand Strategies to Present Options and Resolve Objections
• Use Closing Techniques to Gain a Commitment

Deliver the Business

• Describe the “Deliver the Business” Process Steps
• Understand That Delivering the Business Is Directly Connected to Earning the Business

Manage the Relationship

• Describe the “Manage the Relationship” Process Steps
• Understand Strategies for Maintaining Relationships with Your Customers
• Identify Technologies and Methods for Maintaining Customer Information

Putting It All Together: Strategies for Success

• Apply the Skills, Tools, and Techniques Learned Throughout the Program

LEARNING OBJECTIVES

• Identify the Behaviors, Characteristics, and Skills of a Successful Sales Professional
• Explain the Importance of Sales to Any Organization
• Describe Various Selling Models
• Use a Customer-Centered Selling Approach to Provide Value
• Apply Communication and Sales Tips, Tools, and Techniques to Improve/Enhance Sales Performance

LESSON ONE

The Importance of Sales

• Define Sales from a Customer-Centered Perspective
• Describe a Customer’s Buying Cycle Process
• Describe How Sales Functions Are Different from the Functions of the Rest of an Organization
• Explain How Sales Creates Opportunities That Contribute to the Industry and Organization
• Identify How Sales Department Interacts with the Entire Organization

Successful Sales Process

• Identify Characteristics of a Successful Salesperson
• Describe the AMA Sales Process

Plan for the Business

• Describe How to Analyze an Industry and Territory
• Identify Information That Should Be Included in a Customer Profile
• Apply Segmentation Codes to Differentiate Customers
• Describe How to Prepare Competitive Advantage Statements

LESSON TWO

Find and Qualify the Business

• Identify Resources and Methods for Generating Leads
• Identify Categories of Customers
• Strategize Ways to Respond to Common Objectives
• Compute Sales Activities Ratios
• Schedule Time Effectively for Sales Activities

LESSON THREE

Earn the Business

• Describe the “Earn the Business” Process Steps
• Identify Ways of Opening a Sales Call
• Apply Questioning Techniques to Discover and Confirm Needs
• Discuss Strategies to Present Options and Resolve Objections
• Describe Closing Techniques

LESSON FOUR

Earn the Business (cont’d)

• Describe the “Earn the Business” Process Steps
• Identify Ways of Opening a Sales Call
• Apply Questioning Techniques to Discover and Confirm Needs
• Discuss Strategies to Present Options and Resolve Objections
• Describe Closing Techniques

Deliver the Business

• Describe the “Deliver the Business” Process Steps

Manage the Relationship

• Describe the “Manage the Relationship” Process Steps
• Identify Technologies and Methods for Maintaining Customer Information
• Discuss Strategies for Maintaining Communication with a Customer

Putting It All Together

• Apply All Major Concepts Covered in This Seminar