| Description |
Course |
Duration |
|
Understand successful buyer-focused selling behaviors
|
Seller Behaviors
|
1.5 Hrs.
|
|
Influence buying decisions
|
Buyer Behaviors
|
2.5 Hrs.
|
|
Respond effectively to buyer's needs at all stages of the buying cycle
|
Buyer-Focused Selling
|
1.5 Hrs.
|
|
Match the six steps in the selling cycle to the buyer-focused selling model
|
The Selling Cycle
|
2.5 Hrs.
|
|
Improve sales results by developing effective telephone communication
|
Telephone Communication
|
2 Hrs.
|
|
Improve sales results by developing effective listening and non-verbal communication skills
|
Communication Skills
|
2.5 Hrs.
|
|
Develop effective sales proposals
|
Written Communication
|
1.5 Hrs.
|
|
Develop organizational activities to assure sales success
|
Managing a Territory
|
1.5 Hrs.
|
|
Gather the information you need to qualify suspects as prospects
|
Gathering Information
|
2 Hrs.
|
|
Plan a structured approach to sales calls to increase your chances of success
|
Planning a Sales Call
|
1.5 Hrs.
|
|
Make the opening statement and select the right strategies to move to the next step
|
The Sales Call
|
2 Hrs.
|
|
Use appropriate questioning techniques to improve information gathering
|
Probing and Questioning
|
2.5 Hrs.
|
|
Make effective presentations to highlight the benefits of the solution
|
Presenting Solutions
|
2 Hrs.
|
|
Recognize the verbal and non-verbal signals that indicate it's time to close the sale
|
Closing the Sale
|
1.5 Hrs.
|
|
Encourage customer feedback and adapt your presentation accordingly
|
Buyer Reactions
|
1.5 Hrs.
|
|
Recognize the right strategies to bring the sales call to an effective conclusion
|
Concluding a Call
|
1.5 Hrs.
|