This course also covers the basics of connecting with prospective clients, making convincing presentations, understanding and maximizing the sales cycle, measuring sales abilities, and practicing sales skills in role-playing scenarios.
Topics include:
- Becoming acclimated to selling
- Understanding common sales terminology
- Honing communication skills
- Conveying passion and thoughts
- Listening actively
- Winning the confidence of others
- Asking for referrals
- Making cold calls
- Setting realistic sales targets and achieving them
- Keeping good sales records
Table of content
Introduction
- Welcome
- Understanding why people buy
- Defining the range of sales transactions
- Defining the sales process
- Exploring common sales terminology
- Some key things to know about sales
Onboarding in Your First Sales Job
- Some homework while you’re training
- Working in a team
- Learning from your company’s top stars
- Building integrity
Communication Skills in Sales
- Selling in everyday life
- Sharpening your listening skills
- Developing clarity with others
- Getting your point across
- Sales presentation essentials
- Exploring protocols for email and written communications
- Keeping good notes
Prospecting and Qualifying
- Defining your audience
- Making effective cold calls
- Turning prospects into customers
- Understanding the power of referrals
Completing the Sales Cycle
- Exploring techniques for setting up appointments by phone and in person
- Defining needs and creating value
- Clarifying roles, timing, budget, and decision making
- Asking for and getting the sale
Measuring and Assessing Your Progress
- Setting realistic targets and achieving them
- Understanding team quotas and dynamics
- Exploring sample record keeping and lead retention systems
- Acting on your metrics
Let’s Practice
- A sample face-to-face sales exchange for consumer sales
- A sample phone call for consumer sales
- A sample face-to-face sales exchange for business sales
- A sample phone call for business sales
Conclusion
- Goodbye
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