|
||||
Basics of Effective Selling
Selling is a complex and sophisticated process, but successful sales begin and end with the basic essentials. This course includes an overview of the selling process, and provides worksheets and checklists to take you from contact list through sales call and on to follow-up and referrals. There are tools for identifying the features and benefits of your product and service, doing a competitive analysis, and preparing your sales presentation. There are also practical tips on dealing with customers, handling objections, and using customer feedback to improve your own performance.
The course covers such topics as
How to prepare to sell
How to conduct a sale
How to follow through on the sale
After completing this course the learner will be able to
Prepare to sell
Conduct the sale
Follow through on the sale
Basics of Effective Selling
Description
Selling is a complex and sophisticated process, but successful
sales begin and end with the basic
essentials. This course includes an overview of the selling process,
and provides worksheets and
checklists to take you from contact list through sales call and
on to follow-up and referrals. There
are tools for identifying the features and benefits of your product
and service, doing a competitive
analysis, and preparing your sales presentation. There are also
practical tips on dealing with
customers, handling objections, and using customer feedback to
improve your own performance.
Audience
This course addresses the training needs of sales staff.
Prerequisites
None.
Course Duration
»
1. 5 hours
Topics Include
How to prepare to sell
»
Ways to know your customer and business
»
Tips to understand your product
»
Methods to develop qualified leads
»
How to prepare yourself to sell
How to conduct a sale
»
How to set the call objectives
»
Techniques to initiate contact
»
Ways to present a sales message
»
How to close a sale
How to follow through on the sale
»
Tips on how to structure a long-term relationship with customers
»
Ways to plan for more business
Everything Courseware
Basics of Effective Selling
Objectives
After completing this course the learner will be able to
Prepare to sell
»
Know the customer and the business
»
Know the product
»
Develop qualified leads
»
Prepare himself
Conduct the sale
»
Set the call objectives
»
Initiate contact
»
Present the message
»
Close the sale
Follow through on the sale
»
Structure a long-term relationship
»
Plan for more business