Fundamental Selling Techniques for the New or Prospective Salesperson - Level I

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Detailed Overview/Outline

If you want to succeed in spite of dwindling resources and a distracted market, this intensive sales training seminar is a must.

Like most people, you’ll come to this sales training course with very little knowledge of selling, except perhaps what you’ve experienced as a customer. After just two days of hands-on sales training, you’ll gain the skills, confidence and professionalism to sell your product or service successfully.

The sales training offered in Fundamental Selling Techniques for the New or Prospective Salesperson takes you step-by-step through the entire sales process. This sales training workshop covers every critical phase of selling and gives you enhanced skills in listening and prospecting, which you need to succeed as a professional salesperson today.

Who Should Attend
Salespeople with one year or less of selling experience—as well as potential candidates for sales positions, those who want to refresh their sales skills, customer service representatives and technical or support staff who interact with customers.

This Seminar Features Blended Learning

AMA Blended Learning combines instructor-led training with online pre- and post-seminar assessments, tune-up courses and other resources to maximize your training goals. Through a blend of proven instructor-led seminars and powerful online technology, AMA Blended Learning provides a compelling and more comprehensive experience for the learner—producing a greater return-on-investment for the employer and the seminar participant.

HOW YOU WILL BENEFIT:

• Assess your selling strengths and weaknesses
• Overcome barriers to listening in a sales situation
• Determine the best-qualified prospects and avoid time wasters
• Make successful prospecting calls, by phone or in person
• Understand your customer’s situation and identify selling opportunities
• Learn how to make a dynamic and memorable sales presentation
• Feel comfortable and confident in front of new customers
• Handle objections smoothly and keep the sale moving forward
• Use the latest closing techniques gain customer commitment

WHAT YOU WILL COVER:

Listening

• The four communication skills
• Tips and techniques for becoming an effective listener

Prospecting/Cold Callingn

• Pinpointing the sources of qualified prospects
• Locating the true decision maker and other influential people
• The typical prospecting call
• Managing gatekeepers and working with voice mail

The Sales Process

• Definition and objectives of each step of the process
• Greeting and Headlines
• Feeling confident in front of new customers
• Establishing credibility and trust with new or prospective customers

Discovery

• The value of customer interviews
• Creating a list of probing, industry specific questions
• Identifying individual customer needs—and immediate selling opportunities
• Practice role-plays

Presentation

• Presenting solutions vs. presenting products and services
• What to do when you see a positive buying signal
• Enhancing presentations with technology and visual aids

Handling Objections

• Separating real objections from mere smoke screens
• The latest methods for overcoming sales resistance

Closing

• Gaining customer commitments
• When to close and what to close for
• Closing for appointments
• Various closing techniques

Extended Description

Learning Objectives

• Identify the Behaviors and Skills of a Successful Sales Professional
• Describe Different Types of Selling Models
• Identify Elements of the Sales Framework
• Understand Prospecting Basics and Be Able to Conduct a Sales Call
• Use a Customer-Centered Selling Approach to Provide Value
• Choose a Closing Technique to Earn the Business
• Complete a Formula to Achieve Sales Goals
• Manage the Customer Relationship on an Ongoing Basis
• Develop an Action Plan to Apply Your New Skills

Understanding the Importance of Sales to an Organization

• Understand Sales and Its Organizational Role
• Understand the Customer’s Buying Cycle Process
• Compare the Unique Aspects of Sales Functions to the Rest of an Organization
• Learn How the Sales Function Creates Market Opportunities

Behaviors, Characteristics, and Skills of a Successful Salesperson

• Identify Successful Selling Skills
• Define a Sales Success Model
• Recognize the Characteristics of a Successful Salesperson

The Various Selling Models and the Sales Framework

• Recognize Characteristics of Different Selling Models, Types, and Structures
• Define the Sales Framework

Planning for the Business

• Calculate and Set Goals Based on Your Sales Quota and Plan
• Analyze the Territory
• Conduct Account Research
• Plan Your Calendar to Achieve Sales Goals and Build a Sales Pipeline
• Identify Resources and Methods of Generating Leads

Finding and Qualifying New Business

• Understand the "Find and Qualify New Business" Process
• Define Categories of Customers
• Understand Strategies to Respond to Common New Business Objections

Earning the Business

• Understand the "Earn the Business" Process
• Learn Ways of Opening a Call
• Practice Questioning Techniques to Discover and Confirm Needs
• Understand Strategies to Present Options/Solutions and Gain Incremental Agreement
• Understand Strategies to Handle Customer Objection
• Learn Closing Techniques to Negotiate and Get the Sale

Delivering the Business

• Understand the "Deliver the Business" Process
• Review the 3 C’s: Coordinate, Communicate and Confirm with Your Customer

Managing the Business

• Understand the "Manage the Business" Process
• Learn Technologies or Methods for Maintaining Customer Information
• Learn Strategies to Maintain Communication with a Customer

Sponsor Background:
The American Management Association was founded in 1923. They have built a content control check into every one of their professional seminars. Plus a series of checks and balances to ensure that the content of every AMA seminar is precisely targeted to:

• provide comprehensive, hands-on training that is of practical use when you return to the job
• focus on need-to-know specifics, relevant to the demands of global business today
• offer the expertise and personalized attention of top-ranking instructors
• facilitate your career development and business savvy

Whether you're looking for a solid foundation of business fundamentals or strategies to help you seize growth opportunities for your company, AMA offers expert instruction to help you:

• manage your priorities effectively
• cultivate more productive working relationships
• increase your on-the-job value
• align your skills with marketplace demands
• bring out the best in people, processes and yourself

Cancellation and Refund Policy

If you cannot attend a seminar you may contact AMA in advance to transfer to a future session, or can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply call. If you cancel with less than three weeks' notice, you will be liable for the entire seminar fee, however you may request a courtesy transfer to use at any future AMA seminar of equal or lesser value. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed, and do not cancel with a minimum of three weeks’ notice as described above, you will be charged the entire seminar fee.

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