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Sales Course

Duration

18 Hours

Overview

  • Understand a wonderful paradox: helping other people get what they want gives us more of what we want
  • Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
  • Recognize the difference between features and benefits of products and services
  • Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive in handling objections and more successful at asking for the business
  • Use different types of selling for different situations
  • Identify ways to find new clients and network effectively

Course Outline

  • Essential Selling Skills
    • Selling Skills
    • The Power of the Mind
    • Professionalism
    • The Expectancy Theory
  • What is Selling
  • Behind every sale is a person
    • Find out what they want
    • Figure out how to help them get it
    • People buy trust and service
    • That first seven seconds
  • Setting achievable goals
    • The value of setting goals
    • The characteristics of SMART goals
    • Developing a strategy to reach your goals
    • Celebrating success & thinking like a winner
  • Know your products and services
    • What are your products and services?
    • What are their outstanding features?
    • How do these benefit customers?
  • Time Management
    • Principles of Time
    • Key Questions for Effective Time Management
    • Key Considerations for Time Management
    • Managerial Work and Time Management
    • Managing Yourself
  • Telephone techniques
    • The verbal handshake
    • Using your voice effectively
    • Telephone manners
    • Using your telephone as a sales tool
    • Building relationships by phone
  • Types of Selling
    • The Three Types
    • Our Values
      • Ten Major Mistakes
  • Deal with objections
  • Finding New Clients
    • Where to Find New Clients?
    • Networking Tips
  • Personal Action Plan
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