Description

“If you are not taking care of your customer, your competitor will.” Bob Hooey

Selling is the act of communicating information to a prospect that “triggers” an emotional and intellectual desire to purchase a product or service(s). The seller or the provider of the goods or services completes the sale in response to an acquisition, appropriation, requisition or a direct interaction with the buyer at the point of sale. The sale can include the passing of title (property or ownership) of an item or the delivery of a service; and concomitantly, the settlement of a price. The seller, not the purchaser generally executes the sale and it may be completed prior to the obligation of payment. Although the definition of a sale is simple enough, the process of turning someone into a buyer can be complicated.

During this course, the experiential learning approach, which includes explanations, readings, role-playing exercises and groups discussions, encourages participants to apply the theory and concepts learned to demonstrate their level of understanding about sales terminology, the fundamentals of the sales process and the elements of selling. Additionally, students discover how this knowledge and newly developed skills can influence the success and effectiveness of a sales representative.

PROGRAM OBJECTIVES

Upon completion of this course, participants will have a sound understanding about:

• The elements of selling
• Inside sales vs. outside sales
• Learn important cold calling techniques
• Sales and marketing alignment and integration
• Sales terminology
• Techniques for prospecting and securing new customers
• Techniques for securing a “close” and “asking for the order”
• Techniques to handle buyer objections
• The main characteristics of strong sales professionals
• The sales process
• Verbal and non-verbal customer cues

LEARNING OUTCOMES:

By the end of this course, participants should be able to:

• Analyze sales opportunities
• Clarify and qualify prospects, handle objections and close the sale
• Develop simple sales presentations to satisfy customer needs and wants
• Evaluate different types of sales presentations
• Evaluate the role and function of the sales person
• Gain self-confidence and motivation to increase closing ratio
• Proactively explore objections, diffuse any customer emotions and restore balance to the sales interaction
• Recognize opportunities to close and demonstrate confidence in asking for the business

WHO SHOULD ATTEND

Anyone who is either starting in sales, who has a role with a selling element (especially in Customer Service or Support); or, who wants to acquire structured knowledge about how to sale a product or service and build better customer relationships, including:

Customer service professionals
Professionals with indirect sales responsibilities
Retail sales supervisors
Retail salespersons
Sales and account representatives
Sales clerks
Sales professionals starting out in their career
Sales secretaries
Sales supervisors
Sales support professionals