In this program, you will learn to enhance your core skills, building a solid foundation on which to launch successful selling partnerships that bridge your company's offerings and your client's needs.

Program Objectives:

• Set complete, measurable goals
• Better understand your motivation for selling
• Develop strategic career plans
• Leverage time in accordance with goals
• Learn to be an active listener and improve communication skills
• Become familiar with using various negotiating techniques
• Build leadership and teamwork skills to better serve customers and enhance your own sales

Modules:

• 5

Module Titles:

• Goal Setting and Planning
• Leveraging Time
• Communication
• Negotiation
• Teamwork

Program Length:

• 15 hours

Certification:

• No

Comments

• Program includes an audio CD.

Module 1: Goal Setting & Planning

• Identify the difference between dreams and well-stated goals
• Strategically plan and tactically execute goal processes
• Develop a sales strategy based on where you are and where you want to be
• Create specific goals, stating them in measurable, action-oriented terms
• Develop a sales funnel to track goals, identify areas for improvement, determine daily activities, and produce results
• State specific goals for individual customers
• Identify your personal motivation for your own goal achievement

Module 2: Leveraging Time

• Identify time wasters and deal with them
• Allocate time for your strategic goals
• Focus time toward goal achievement
• Plan activities based on peak productivity periods
• Prioritize your customers using the Account Gradation System
• Apply Account Gradation to increase productivity, using business planning and account clustering
• Ask the right questions to define time priorities
• Work smarter rather than harder

Module 3: Communication

• Identify the goals of communication
• Identify the difference between active and passive listening
• Utilize active listening to more effectively understand buyer needs
• Use a variety of questioning techniques to uncover, clarify, and understand buyer needs, wants, and goals.
• Control the direction of communication with questions
• Understand others and have them understand you

Module 4: Negotiation

• Describe how negotiation impacts sales results
• Describe and demonstrate the link between negotiation and communication, goal setting, time management, teamwork, and the sales process
• Enhance negotiation results by using core skills
• Prepare the three-tiered goal analysis for negotiable issues
• Develop negotiating strategies based on opportunity and buying behavior
• Identify and apply bargaining techniques

Module 5: Teamwork

• Identify how teamwork relates to other sales skills
• Integrate the core skills into effective sales team operations
• Identify the key characteristics of successful sales teams
• Identify which individuals and functions are potentially part of your sales teams for different selling situations
• Identify sources of resistance and strategize ways to strengthen key relationships to improve teamwork
• Describe the characteristics of an effective team leader