Principles of Professional Selling

 

On-Site Training Only
Length: 3 days 
Number of Participants: Up to 20
Materials: Notebooks and handouts provided


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 Planing
  • Managing a Small Territory
  • Managing a Large Territory
  • Developing Account Objectives
  • Developing Territory Objectives
 

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