Course Details

Course information

This course will focus on a Sales tool. It is ideally suited for professionals who make cold calls, warm calls, or those who serve existing customers. During the course, we will look at tactics for staying positive, methods for planning calls, techniques for researching prospects, ideas for getting past gatekeepers, and models for structuring conversations. It will help participants effectively use different types of selling techniques to increase the customer portfolio value and improve the market share and number of services sold per customer. It shows how sales should be planned and managed, ways to overcome customer objections, and finally close the sale.

Course Objectives

Upon completion of this course, the participant will be able to:

• Use goal-setting techniques to focus on what should be accomplished and develop strategies for getting there
• Recognize the difference between features and benefits of products and services
• Identify and present the competitive strengths of products and services
• Use different types of selling for different situations
• Identify ways to find new clients and network effectively
• Understand the importance of expanding a client base through effective prospecting
• Be able to identify target markets and target companies with the 80/20 rule in mind
• Identify the objections that can be encountered most frequently
• Learn how to recognize when a prospect is ready to buy
• Learn how upselling/cross-selling can retain and grow sales and customers
• Use techniques for closing the sale