Essentials of Sales

an introductory program covering proven skills for personal selling success

About This Program (MDEV 6050)

This highly interactive seminar offers you hands-on “training” through case studies, planning exercises, and other activities designed with an action-learning focus. The course reviews the basic steps in selling, including the elements necessary to build a long-term relationship with the client. It features segments on listening skills, problem identification, goal setting, negotiation, presentations, prospecting, and account maintenance.

Who Should Attend

This program is ideal for sales professionals who do not have much training in the sales process, as well as for experienced sales professionals who want to refresh or expand their skills.

Outline

Introduction

• Current business selling environment
• Qualities of a positive sales experience

Listening

• Preparing to speak, rather than actually listening
• Biases, distortion, and generalizations in listening
• Listening exercises

Inquiry

• Research
• Open-ended questions
• Closed-ended questions
• Prospecting
• Understanding the customer
• Questions you should be able to answer
• Qualification questions
• Conditions of satisfaction

Communication

• Components of communication
• Communication by telephone, face-to-face, e-mail, letters
• Preparation for communication
• Communication exercises
• Building rapport
• Features, benefits, proof

Overcoming Objections

• Completing the sale
• Handling difficult customers

Post-Sale Relationships

• Customer service exercises

FAQ
Cancellation information