Professional Sales Skills Plus
Program Objective
Sales success in today's world requires the ability to build and maintain relationships. The true professional must quickly recognize and understand the personality and style of the potential client; then match a value based presentation to that style and the needs expressed.
Key Result Areas
Professional Sales Skills Plus teaches from a relationship selling based premise. The successful graduate will understand and be able to provide solutions based presentations, which match the prospects needs with value-based product and service offerings.
The program teaches a five-step approach to consultative sales.
1.Gaining Attention and Awareness
2.Investigative Questioning
3.Creating Possible Solutions
4.Value Alignment
5.Partners in Progress
This course will benefit the new sales consultant as well as the "experienced pro" who seeks to sharpen skills that may have become a bit rusty. Participants will learn:
Easy beginnings that break the ice
To develop a unique questioning process for each client
How to find the real needs and match solutions
To harmonize with objections
The value of being a valued business partner and develop the referral business which is possible
The course is fast paced. Learning occurs through listening, discussion, participation, and role-playing. The first section of the course includes an in-depth personality profile. Significant class time oriented toward the ability to recognize different personality styles is expended. The importance of matching communication style for maximum effectiveness is emphasized throughout the course.
Length
- 42 total training hours / three sessions of two days per session.
