Principles Of Professional Selling

Length: 3 days

Increase your selling power, even in today’s tough economy. Discover the advanced consultative approach to selling!

Join the thousands of sales pros who have prospered by attending Nxtep Training’s most popular seminar! This highly interactive course guides you through the entire sales process and incorporates the most modern sales methods today--consultative/solutions selling! You’ll return to work better equipped to develop presentations that meet your client’s real needs...create a specific sales plan to achieve your sales goals...influence the right buyers, anticipate any objections and close the sale with ease. Plus, through a videotaped role-play exercise, you’ll practice, reinforce and experience first hand the advanced techniques you’ve learned.

Who should attend:

Sales professionals with a minimum of one year of sales experience, veterans who want to refresh their sales skills and managers who want to train salespeople. Note: This course is not for novices; see Selling Techniques for the New or Salesperson.

How You Will Benefit:

·         Develop a master plan to manage the sales process

·         Win the confidence and trust of prospects by learning as much as possible about their needs

·         Successfully sell on a consultative level, using effective interviewing techniques

·         Effectively communicate your product/service superiority over that of the competition

·         Build long-term sales relationships by offering solutions—not just products

·         Increase your success by taking advantage of your personal selling style

·         Uncover any hidden customer resistance and overcome any objection

·         Know when—and how—to close the sale

·         Productively use your time and effectively manage your territory

What You Will Cover:

·         Discovering today's more consultative approach to the entire sales process

·         Learning how to exceed your quota and sales goals

·         The sales process: discovery, presentation, handling objections, closing

·         Using today's technology to sell effectively

·         The keys to effective listening

·         Telephone techniques: planning, getting the appointment, qualifying prospects

·         Time and territory management: developing account and territory objectives

You'll create a DVD of your role-play exercise--demonstrating your personal selling style--to take home and review, with written critiques/evaluations received in class.

Extended/Detailed Seminar Outline

Learning Objectives

·         Develop a Master Plan to Manage the Sales Process

·         Win the Confidence and Trust of Prospects By Learning as Much as Possible About Their Needs

·         Successfully Sell On a Consultative Level, Using Effective Interviewing Techniques

·         Effectively Communicate Your Product/Service Superiority Over That of the Competition

·         Build Long-term Sales Relationships By Offering Solutions-Not Just Products

·         Increase Your Success By Taking Advantage of Your Personal Selling Style

·         Uncover Any Hidden Customer Resistance and Overcome Any Objection

·         Know When-and How-to Close the Sale

·         Productively Use Your Time and Effectively Manage Your Territory

Professionalism

·         Set Your Learning Goals for This Class

·         Define "Professionalism"

·         Identify the Habits of Productive Salespeople

Planning

·         Define and Perform a Competitive Analysis

·         Complete an Account Profile of One of Your Best Customers

·         Identify the Key Contacts in Each of Your Accounts

Listening

·         Identify the Elements of Good Listening

·         Identify the Barriers to Effective Listening as Well as Techniques of Attentive and Active Listening

·         Demonstrate Your Proficiency in Active, Attentive Listening

Personal Styles

·         Identify Your Own Personal Style

·         Identify the Personal Style of Others

·         Identify an Ideal Sales Approach to Match the Personal Style of Your Customer

Becoming a Problem Solver

·         Explain the Difference between Supplier-based Selling and Customer Problem-solving

·         Develop a Plan for Using a Consultative Selling-Approach for Your Business

The Sales Process

·         Describe the Steps of the Sales Process

·         Demonstrate the Skills Associated with Each Element of the Sales Process

·         Conduct Effective Sales Calls, from the Initial Greeting to the Final Commitment

Individual Evaluation

·         Apply the Skills Associated with Each Element of the Sales Process

·         Reinforce Your Understanding of the Sales Process by Critiquing Various Presentations

·         Improve Your Professional Selling Skills by Reviewing and Evaluating Your Own Presentation

New Business Development

·         Identify and Develop New Business Strategies for Yourself

·         Qualify a Business Opportunity to Determine Where Your Time Is Best Spent

·         Develop a Prospecting Call Strategy and Script Alternatives

Territory and Account Management

·         Differentiate between Territory Management and Territory Coverage

·         Analyze Your Territory and Account Base and Set Goals

·         Analyze Key-Account Relationships

·         Perform an Account Penetration Analysis

Time Management

·         Develop an Objective Tracking System

·         Effectively Prioritise Your Work and Manage Your Time