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Selling Smarter
Duration
1 Day
Course
VS-s2005
Available Formats
Classroom Training, Online Training
Course Description
Overview
It’s no secret that the sales industry continues to change and evolve rapidly. This is an exciting and dynamic profession, although it is often underrated and misunderstood. The back-slapping, high pressure, joke-telling sales person has disappeared. In his place is a new generation of sales professionals: highly trained and well groomed, with the characteristics of honesty, trustworthiness, and competence.This one-day workshop will help you teach participants how to be one of those smart sales professionals.
Objectives
Specific learning objectives include:
- Explain and apply concepts of customer focused selling.
- Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
- Apply success techniques to get the most out of your work.
- Understand productivity techniques to maximize your use of time.
- Identify ways to find new clients and network effectively.
Topics
Course Overview
- You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
- To begin, participants will explore consultative selling and the efforts-result matrix. Participants will also discuss how to build trust and credibility with their clients.
- During this session, participants will look at the steps of the basic sales cycle: initiate, build, manage, and optimize.
- In this session, participants will learn about the power of the mind and how to use that to build a professional, confident image.
- Next, participants will use the SPIRIT acronym to create positive, achievable goals.
- During this session, participants will share their time management tips, and we will offer some ways of maximizing your time.
- This session will look at the four needs of customers and how we can use them to sell smarter.
- Next, participants will explore the three types of selling. Participants will also discuss the importance of perceived value.
- This session will look at the ten biggest mistakes salespeople make. Participants will then brainstorm ways to avoid or rectify these mistakes.
- During this session, participants will discuss how to find new clients and how to network.
- To wrap up the day, participants will look at the advantages and disadvantages of selling price.
- At the end of the day, students will have an opportunity to ask questions and fill out an action plan.
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Self-Paced Training Info
Learn at your own pace with anytime, anywhere training
- Same in-demand topics as instructor-led public and private classes.
- Standalone learning or supplemental reinforcement.
- e-Learning content varies by course and technology.
- View the Self-Paced version of this outline and what is included in the SPVC course.
- Learn more about e-Learning
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