Basic Sales Training

Program length in days:  three to four

Program Description:

Help your sales representatives get up to speed quickly or expose your experienced salespeople to how selling has changed and is successfully practiced today.  This concentrated program covers the full range of selling fundamentals in an organized,
systematic way, from pre-call planning and customer-oriented selling skills to maximizing long-term potential for the selling organization.  Sales representatives return to the field feeling more confident and prepared to handle any sales call more professionally.  Sales representatives will be motivated to use what they learn creating an immediate return on the hiring investment.

Outcomes:

 How to sell to all kinds of customers
 Address all the skills necessary to be an effective salesperson in a competitive
    environment
 Learn how to alter your approach based on the:  customer, industry, and changing
    buying environment
 Practice the learned skills so you achieve a high level of comfort and confidence
 Learn the set of skills that will earn you the right to be known as a professional sales
    representative

Objective:

This workshop will show you how to use your skills to effectively work the customer through the buying process.  Use of the problem-solving and consultative selling approach from this program will enhance customer retention, improve profits and
shorten the sales cycle.  Sales team members will be able to hit the street running!

Outline:

I. Fundamentals of the Buying/Selling Process

   A. Establish yourself as a viable resource
      1. get prepared to sell
      2. develop a call plan
      3. state your message of differentiation
      4. build a trusting relationship
   B. Provide expertise in the buying process
      1. practice professional questioning techniques
      2. learn how to listen and take notes
      3. develop a summary for every sales call
   C. Offer “customer world” solutions
      1. develop consultative-based interaction
      2. provide customer-focused proposals and presentations
   D. Provide a process where closure can be attained
      1.  learn commitment-gaining activities
   E. Maintain the relationship
      1.  develop techniques for follow-through and reassurance

II. Practice Through Role-Playing

   A. Gain confidence while using the learned skills
   B. Understand how the process helps you differentiate
   C. Learn how to gain the customer’s commitment
   D. Handle decision anxiety

III. Receive Full, Candid Evaluation of Selling Skills

   A. Learn strengths and areas for growth
   B. Create a personal development plan
   C. Learn how to self coach

Page last updated on Wednesday May 21, 2008