Principles of Professional Selling

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Detailed Overview/Outline

Thousands of salespeople have prospered by attending AMA’s most popular professional sales training seminar.

No matter how great your product or service is, or how talented a salesperson you are, you will not be able to close the deal if you cannot tell your clients how what you’re selling will benefit them. Through this intensive professional sales training seminar, you will learn how to gain your clients business by earning their trust.

Go through the entire sales process and discover the most modern sales methods today—consultative/solutions selling. You’ll leave this professional sales training workshop better equipped to develop presentations that meet your clients real needs…create a specific sales plan to achieve your sales goals…influence the right buyers and close the sale with ease.

WHO SHOULD ATTEND:

Sales professionals with a minimum of one year of sales experience, veterans who want to refresh their skills and managers who want to learn professional sales training techniques to train salespeople.

Note: This course is not for novices; see seminar # 5510 Fundamental Selling Techniques for the New or Prospective 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
• Build long-term sales relationships by offering solutions
• Uncover customer resistance and overcome objections
• Know when—and how—to close the sale
• Productively manage your time and territory

WHAT YOU WILL COVER:

• Planning: using competitive analysis to gain more business
• Matching your sales approach to the personality style of your customer
• Becoming a problem solver: supplier-based selling vs. selling a solution
• Developing new business while maintaining existing account
• Managing key-account and key-prospect relationships

Extended Description

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 Prioritize Your Work and Manage Your Time

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.

This seminar has 14 available dates/locations. Click the button below to view them all and to sign up for this seminar. To quickly return to this seminar at a later time, you can search by its QuickCode: QQAHJN.

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