The basic skills needed to be a successful salesperson must not be overlooked. From first contact to closing the sale, this three-day seminar is the foundation for a long and successful career as a professional salesperson.

You will learn to:

• Establish principles, commitment, and performance in your work
• Win the prospect's confidence
• Understand the buyer's behavior
• Build long-term sales relationships
• Listen more effectively
• Manage the sales process
• Know when and how to close the sale
• Manage time and territory

1. Introduction

• Professionalism
• Relationship of Principles, Commitment and Performance

2. Planning

• The Planning Process
• Performing a Corporate Audit
• Developing An Incremental Sales Strategy

3. Understanding Buyer Behavior

• Identifying Your Behavioral Style
• Identifying Other Behavioral Styles
• Adapting Your Presentation to Other Styles

4. The Sales Process

• The Greeting
• Getting Attention and Gaining Interest
• Discovering Needs
• Presenting Solutions
• Handling Objections
• Recognizing Buying Signals
• Closing Techniques
• Reinforcing the Sale

5. Effective Listening

• Understanding the Barriers to Listening
• Keys to Effective Listening

6. Personal Evaluation Exercise

• Role Play
• Individual Critique

7. Telephone Techniques

• Planning
• Getting Appointments
• Qualifying Prospects

8. Time and Territory Management

• Growth Planning
• Managing a Small Territory
• Managing a Large Territory
• Developing Account Objectives
• Developing Territory Objectives

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