Selling Skills that Benefit the Customer and You

Purpose of Program

• Return On Investment
• Professional Development to reach individual goals
• Increase your ability to sell to new and existing customers or clients

Professional Selling Basics

• Exploring your beliefs about selling
• What’s in it for you to sell well
• Expectations of a successful sales professional

Making the Time to Develop New Business

• Planning and organizing for better results
• Developing a weekly sales plan
• Turning time wasters into time savers
• Technology’s role in sales

Sales Focused Planning

• Targeting your market
• Common Qualifiers
• List selection and pro-active calling
• Getting connected

The Sales Presentation

• Preparing for a sales call
• The three most used types of Sales Presentation
• The Track Sales System

Assertive Selling - Rapport and the Buying Motive

• Using appropriate questions
• Following up with chaser questions
• Building trust and understanding the customers’ needs and wants

Selling Features and Benefits

• Defining features and benefits
• Using connectors and differences

Objections and Bridging

• Reasons why customers provide objections
• Four areas of objections
• An objection resolving system

Closing The Sale and Eliminating Buyer’s Remorse

• Types of closes
• Methods to build the customers’ confidence
• Practicing the sales call

Summary

• Progress Checklist
• Evaluation