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Prof. Selling Practical Secrets for Successful Sales

(professional-selling) / ISBN : 978-1-61691-869-9
Lessons
19 Reviews
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About This Course

The Professional Selling course is intended for sales professionals. The objective of this course is to explain how to make the most of selling opportunity; show how to organize for better sales; discuss customer resistance and how to counter concerns; and explain ways to understand customer styles.

Skills You’ll Get

Download Course Outline

1

Introduction to Professional Sales

  • Introduction
  • Sales Success: Do You Have What it Takes?
  • Professional Salesperson's Quiz
  • Professional Salesperson's Assessment
2

PART I Getting Started

  • Finding Prospects
  • Acquiring Referrals
  • Using the Telephone to Qualify and Get Appointments
  • Defrosting Telephone Cold Calls
  • Write Your Own Telephone Outline
  • Telephone Cold Call Checklist
3

PART IIA Face-to-Face Selling: Understanding The Process

  • Presentation Strategies
  • Starting the Interview
  • Asking Questions
  • Facts/Features, Transitions and Benefits
4

PART IIB Closing For Commitment

  • Testing for Buying Interest
  • Sample Closes
  • Reducing Resistance and Countering Concerns
  • The Importance of Nonverbal Communication
  • Reviewing Your Efforts
5

PART III Face-to-Face Selling: Understanding Your Customer

  • Selling to Different Communication Styles
  • The Four Communication Styles
  • Understand Your Style
  • What Did I Discover About Myself?
  • Communication Styles Practice
  • Four Case Situations
6

PART IV Organize For Greater Sales

  • Prioritizing Your Clients/Prospects
  • Conquering the Paperwork Mountain
  • Follow Up Made Easy: A Tickler/Suspense File
  • Salvaging Scrap Time
  • Make Notes
  • Using a Prospect Lead Form
7

PART V Review

  • What Did We Cover?
  • Closed Book Review

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