Course Overview
In order to be successful in sales you need to know how to build
strong relationship with customers. Identify the stages of need and
satisfy customer's needs through negotiations. The open,
modular-style manual is design for quick scanning in the classroom,
and is filled with interactive exercises that will allow students to
explore the complexities of Sales Skills.
Who Should Attend
Those interested in learning advanced sales skills.
Prerequisites
Sales Skills: Basic or equivalent experience.
Objectives
Study the market by using sales strategies, analyzing
competitors, and researching clients.
Use the consulting strategy and develop solutions for clients.
Close a sale by demonstrating the benefits to clients and properly
responding to client signals; then provide follow-up after the sale.
International
Curriculum
This curriculum is
published in partnership between Thomson and Course ILT.
Thomson Series: Cengage
Learning delivers highly-customized learning solutions for colleges,
universities, instructors, students, libraries, government agencies,
corporations and professionals around the world.
Course ILT Series: For 10
years, Axzo Press has enhanced training and education for
professionals, trainers, and students alike, through tested,
high-quality Instructor-Led Training courseware, business skills
texts, quick-reference tools, and custom job aids.
Course Outline
1 Gaining
customer commitment
Building relationships
- Building good relationships with customers
- Asking the client appropriate questions
- Getting customer commitment
Demonstrating the need
- Identifying the stages of need
- Demonstrating need through envisioning
Satisfying the need
- Determining customer objections
- Negotiating with clients
2 Studying the market
Sales
strategies
- Understanding sales strategies
Analyzing markets and competitors
- Analyzing market trends
- Analyzing competitors by using the SWOT matrix
- Developing a client advisory panel
Researching clients
- Researching commercial clients
- Researching individual clients
3 Developing a
winning strategy
Consulting with clients
- Planning the solution
- Preparing the presentation
- Presenting the solution
Developing solutions
- Discussing the steps for developing solutions
3 Effectively closing a sale
Demonstrating the benefits
- Relating to the client’s key issues
- Showing the benefits to clients
Confirming commitment
- Recognizing signals from clients
- Responding to signals
Closing the sale and following up
- Closing the sale
- Following up with clients
