SALES
Course Name Length
Professional
Selling over the Phone
..60
hours
Sales Management
..60 hours
Sales Skills
...120
hours
Professional Selling over the Phone
This course offers the student guidelines for preparing the tele-selling workspace and maximizing telesales calls. This course provides processes for preparing telesales scripts and managing telesales calls. In addition, this course offers the student examples of communication techniques, such as implementing components of an effective voice, listening to feedback, and asking questions to increase sales. This course provides processes for gaining feedback from customers, addressing rejection, resolving telesales objections, and closing a sale.
Objectives:
¨
Sequence the steps for
preparing to write an effective telesales script.
¨
Apply the steps for
preparing to write an effective telesales script.
¨
Select qualities of an
effective telesales voice.
¨
Identify listening
techniques that can improve your tele-selling
performance.
¨
Respond appropriately
to customers communication styles.
¨
Apply the steps for
creating a tele-selling plan.
¨
Select guidelines to
maximize the effectiveness of your telesales calls.
¨
Choose information you
should leave on a prospects voice mail.
¨
Select the guidelines
for building business relationships with prospects.
¨
Select the guidelines
for maintaining relationships with prospects.
¨
Follow the guidelines
for building business relationships with prospects.
¨
Follow the guidelines
for maintaining relationships with prospects.
¨
Identify ways to
overcome negative experiences.
¨
Follow the process for
maintaining a positive attitude.
¨
Identify the
guidelines for preparing to close telesales.
¨
Follow the process for
closing a sale.
¨
Resolve a customers
objections.
¨
Address a customers
rejection.
¨
Use techniques for
cross selling to customers.
¨
Follow the process for
gaining feedback from customers.
This course covers how to be a successful sales manager, how to select sales professionals, and how to build unity in a sales team. Students will also learn steps for choosing a territory strategy, together with what forecasts sales managers usually develop, the four factors to define when referring to a forecast, and how forecasts are used. In addition, students will learn steps for conducting sales meetings and what can be done to motivate members of your sales team and factors to consider when evaluating motivation levels, as well as various compensation practices to help you keep top performers.
Objectives
¨
Identify the
guidelines for ensuring a successful culture and effective processes.
¨
Follow the guidelines
for ensuring successful sales management.
¨
Follow the guidelines
for interviewing successfully.
¨
Follow the steps for
building trust between sales professionals and yourself.
¨
Follow the steps for
ensuring that field training is effective.
¨
Sequence the steps for
setting performance standards.
¨
Identify the steps for
choosing the best territory strategy.
¨
Identify the types of
forecasting approaches.
¨
Identify the four
factors to consider when making a sales forecast.
¨
Follow the guidelines
for ensuring an effective sales meeting.
¨
Follow the steps for
clarifying goals in sales meetings.
¨
Identify the actions
you can take to ensure that sales team members have high motivation levels.
¨
Identify the functions
of a sales compensation plan.
¨
Identify the factors
to consider when evaluating motivation levels.
¨
Identify actions you
can take to increase your sales team's motivation.
¨
Sequence the steps for
addressing substandard sales performance.
Students will learn the six basic steps of the sales process, how to understand their client's decision-making practices, how to create and deliver an effective sales presentation and the meanings of commonly used sales terms. Students will also learn the three stages of need. In this course, students will learn how to research market conditions and analyze the competitors using a SWOT matrix. In addition, students will learn when to close during a sales call, some common closing techniques, and how to follow up with clients.
Objectives
¨
Ask specific questions
to understand people's decision-making practices.
¨
Establish and use a
filter system.
¨
Apply the PLEASED
acronym to their life and their work.
¨
Establish their
credibility.
¨
Follow four rules for
speaking with clients.
¨
Implement the six
steps of the sales process.
¨
Perform four specific
actions before they begin prospecting.
¨
Build a sales network.
¨
Complete six steps
when finding solutions.
¨
Apply four guidelines
for speaking with clients.
¨
Complete a key-issues
matrix when speaking to clients.
¨
Ask specific questions
to help them understand clients' decision-making practices.
¨
Complete nine steps
when creating a sales presentation.
¨
Create presentations
that are persuasive, stimulating, focused, and flexible.
¨
Determine a client's
true objections.
¨
Use interpersonal and
leadership skills to respond to objections
¨
Obtain a client's
written consent to complete the sales process.
¨
Complete three actions
to help you when building relationships with clients.
¨
Ask
situation-appropriate questions during the sales process.
¨
Respond to a client
based on his or her stage of need.
¨
Explain how your
product or service meets the key issues.
¨
Manage a client's
anxiety by speaking plainly, asking for feedback, and sharing success stories.
¨
Complete the five
stages of negotiation
¨
Complete a SWOT
matrix.
¨
Choose appropriate
clients for an advisory panel.
¨
Narrow the field of
prospective clients.
¨
Complete the three
steps of the consulting strategy.
¨
Calculate a client's
return on investment.
¨
Complete the six steps
for solving a client's problems.
¨
Identify a client's
key issues and complete a key-issues matrix.
¨
Focus a product
demonstration on a client's key issues.
¨
Determine why a client
is not ready to buy.
¨
Ask closing questions.
¨
Follow-up with
clients.
¨
Use three common
closing techniques