Fundamental Selling Techniques for the New or Prospective Salesperson

Fundamental Selling Techniques for the New or Prospective Salesperson Start your sales career the right way—with this intensive introduction to selling. Because of the mounting pressure facing salespersons in today’s tough economy, this challenging profession is becoming even more competitive. But many prospective sales professionals don’t even have a solid foundation and understanding of the fundamentals of selling. This intensive, highly interactive two-day introduction to the art of selling will equip you with the vital, cutting edge skills you need to achieve your expected sales outcomes and improve your performance even in difficult times. How You Will Benefit Identify the behaviors and skills of a successful sales professional  Describe different types of selling models  Identify elements of the sales framework  Understand prospecting basics and be able to conduct a sales call  Use a customer-centered selling approach to provide value  Choose a closing technique to earn the business  Complete a formula to achieve sales goals  Manage the customer relationship on an ongoing basis  Develop an action plan to apply your new skills. What You Will Cover Unique aspects of sales functions compared with the rest of an organization  Behaviors, characteristics and skills of a successful salesperson  Characteristics of different selling models, types and structures  Calculating and setting goals based on your sales quota and plan  Analyzing the territory and conducting account research  Planning your calendar to achieve sales goals and build a sales pipeline  Identifying resources and methods of generating leads  Strategies to respond to common new business objections  The “Earn the Business” process  The “Deliver the Business” process  The “Manage the Relationship” process  Technologies or methods for maintaining customer information  Strategies to maintain communication with a customer Who Should Attend Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills. Extended Training Description Learning Objectives Identify the Behaviors and Skills of a Successful Sales Professional Explain the Importance of Sales to Any Organization Describe Different Types of Selling Models Use a Customer-Centered Selling Approach to Provide Value Apply Communication and Sales Tips, Tools, and Techniques to Improve/Enhance Sales Performance Develop an Action Plan to Apply Your New Skills The Importance of Sales Define Sales from a Customer-Centered Perspective Describe a Customer’s Buying Cycle Process Describe How Sales Functions Are Different from the Functions of the Rest of an Organization Explain How Sales Creates Opportunities That Contribute to the Industry and Organization Identify How a Sales Department Interacts Within an Entire Organization Characteristics of a Successful Salesperson Identify Characteristics of a Successful Salesperson Describe a Sales Success Model Selling Models Describe Characteristics of Different Selling Models The Sales Framework Describe the Sales Framework Plan for the Business Describe How to Analyze an Industry and Territory Identify Information That Should Be Included in a Customer Profile Apply Segmentation Codes to Differentiate Customers Describe How to Prepare Competitive Advantage Statements Find and Qualify the Business Identify Resources and Methods for Generating Leads Describe the "Find and Qualify the Business" Process Steps Identify Categories of Customers Strategize Ways to Respond to Common Objections Earn the Business Describe the "Earn the Business" Process Steps Describe Ways of Opening a Sales Call Apply Questioning Techniques to Discover and Confirm Needs Describe Strategies to Present Options and Resolve Objections Discuss Closing Techniques Deliver the Business Describe the "Deliver the Business" Process Steps   Training Course Seminar Workshop Provider Download Training Catalog 2009

Instructor Schedule August 10-11, 2009 2 days Venue Melia Panorama Hotel Batam Tuition Fee  Rp. 3.400.000,-   per participant, excluding accommodation & tax. Registration Send by email -or- fax to: PT. FOCUS TRACO INDONESIA Wisma Pakuan, Jl. Pakuan 12 BOGOR – 16143 (021) 7009-9943   (0251) 2169-150 (0251) 7534-984 training@focustraco.com