Smart organizations invest in developing their salespeople’s skills to gain and then keep the “competitive edge”. This introductory course is intended to set the stage so you can sharpen your selling skills to become even more effective
In this course you will learn how to leverage your past success and use a system to identify, classify, and approach high level people and new opportunities.
Decisions to choose a vendor or supplier require all the people who come in contact with the client to establish some level of credibility and trust. Establishing positive credibility and trust allows sales people a better opportunity to create longer term relationships.
This course will provide you with examples of good questions that you can use immediately to get the information you need. We’ll discuss seven different types of questions and how you can effectively use each one.
In this course you will learn professional sales interviewing techniques that will help you establish credibility, qualify opportunities more effectively, and discover a prospect’s important business needs, goals, priorities and personal win.
This course presents a process for dealing with objections and complaints so you can be effective and keep client relationships positive.
In this course we will discuss a variety of techniques for gaining commitments from a prospect to advance the sale.
In this course we examine the negotiation process and determine the types of negotiations that cause people the most difficulty. We practice an effective negotiation process that will help you and your customer get to a win/win.
In this course you will learn the skills to: define your territory, understand your customer base, and prioritize your clients and prospects. You will learn a four-step method for managing your territory. You will also learn how to protect that territory.
In this course you will identify and practice five (5) keys to your sales coaching success. We’ll offer several important coaching tips that you can blend easily into your every day routine with your sales team.
Understanding Behavioral Styles for Sales shows you how to recognize different behavior patterns, and develop adaptive skills that increase your ability to communicate successfully with others.
In this course you will reinforce your understanding of your own behavioral style and use this knowledge to enhance your communication skill and increase your productivity.