 Basic Sales Training |
||
|
Foundation Knowledge Prospecting (internal / external) Contacting Prospective Customers Central Sales Process - Engage the Customer Manage the Process - Sales Planning Communications Master Reference Modules (non-interactive lists and resources)
Go to: www.LearnSellingOnline.com curriculum comparisons |
|
 |
Functional Product / Service / Company Knowledge The purpose of this course is to introduce you to using your product, service and company knowledge as a part of the selling process. The process itself is one in which the prospect is an active participant. Learn how to:
|
|
 |
We all have competition. Most of the people we call on in our prospective customer organizations already have someone providing products and services that can fill the same or similar needs we can fill. Others have a choice to use or not to use a product or service. "Do nothing" is also a competitor. It is difficult to sell against the competition until you know specific information about them. Armed with this information you will know what objections to expect and how to neutralize them. You will know exactly where to focus your conversations with the prospect that will always uncover problems only you can solve. This course will teach you how to find your "unique and distinctive selling points." Learn how to:
|
|
Prospecting |
||
 |
Profile & Qualify Prospective Customers Calling on the right companies is a matter of knowing the common characteristics your best customers share, then developing a template or profile to compare and match prospects. Sounds simple? Yet, salespeople have been shown to spend as much as 64% of their valuable selling time talking with prospects who are not qualified. With the profiling process you'll learn here, you will be able to develop gentle direct and indirect questions to quickly qualify the prospect. Learn how to:
|
|
 |
In competitive selling, the mission is to determine how, through the use of your products, service and the manner in which your company conducts business, you can competitively advantage your customers by increasing their ability to generate profitable revenues, lower their overall cost of operation, enhance or strengthen their image and/or decrease their vulnerability in their market place. This means you must understand how they are currently getting their needs met, business plan, competitive pressures, and market fundamentals that significantly impact their ability to buy from you. Learn how to:
|
|
 |
The telephone cold call strategies in this module will help you prevent initial contact objections such as, "not interested," "just send me your literature," "already have someone." It will also, show you how to transition "screeners" into "coaches" and efficiently set "priority appointments" for future phone or in-person meetings. Learn how to:
|
|
|
Voice mail gives you the opportunity to deliver your 30 second high impact commercial when you have the prospects undivided attention and to get the prospect to return your calls by leaving a compelling business reason to do so. You'll learn how to create and deliver voice mail messages that get results. Learn how to:
|
|
|
The FAB/TEA is designed for call center deployment where time is of the essence and for retail sales applications where customer engagement is critical to advancing the sale. This model is a straightforward, easy to learn, and highly flexible way to sell value. Feature: Tell the Feature Learn how to:
|
|
 |
Closing Strategies of the Masters Obtaining closure on each milestone in the strategic sales plan is a natural part of systematically advancing the sale to closure. But for half the population (both buyers and sellers), with a particular personality preference, getting closure is anxiety producing. On the other hand, sales people very often don't ask for the order simply because they don't know what buying signs look like or they don't know how to close or both. This course will teach you to recognize buying signs and 39 low pressure high power closing strategies that you can use throughout the sales process. The purpose of this course is to present effective closing strategies and guidelines for using them. Learn how to:
|
|
|
Throughout the sales process you are taking specific actions to prevent most of the common sales stopping objections you get. And even with those efforts there will be an objection that gets past the "Prevention" strategy, doesn't get "Preempted" at the appropriate time and now you're faced with having to "Respond" to it. This course is designed to equip you with some of the most effective ways of handling these objections. Linked to this course are the 85 most common sales stopping objections along with Prevention strategies and Responses that other salespeople have used successfully. Learn how to:
|
|
Manage the Process - Sales Planning |
||
 |
Managing your sales activity goals and ratios helps you to: know the frequency and success rates required to generate sales, know what you have to do each week to meet your production goals, and enable you to make accurate sales forecasts. This knowledge brings to those who know there ratios, a real sense of security that only comes from knowing what you must do to produce your targeted results. Learn how to:
|
|
|
Develop customer and prospect contact plans that will minimize travel time and maximize selling time with accounts with the greatest potential. Learn how to:
|
|
Communications |
||
 |
The purpose of this course is to present a clear means of establishing trust and rapport with customers. The content is directed to sales personnel, customer service personnel, and people in customer service roles who are also responsible for sales. Learn how to:
|
|
Master Reference Modules (non-interactive lists and resources)
|
||
Career Advancement Through Skill Development |
||
[Online Sales Management Training] [Online Sales Training] [Online Customer Service Training] [Marina Customer Service Training] |
||
