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Who should attend
New andexperienced salespeople - marketing and support staff - dealers & distributors- sales managers.
Conceptual Description
The professional salesperson today must be accepted at many levels of the client organization. Their presentaions must be professional and effective. They must be experts at
researching their clients needs. They need to have a basic understanding of human behavior to communicate effectively with different type buyer personalities.
This course is designed to help build and reinforce professional selling skills. It deals with the following; researching the prospective customer`s needs, developing an effective
presentation to their personality style, and skill development in their sales presentations.
Course Content
Preassignment -- Each student is requested to bring to class a sales case for the workshop. As the workshop progresses, each step in the process will be related to the student`s
individual case study.
Selling in the industrial market-- This is an overview of the process in approaching a prospective account.
Prospect research--Understanding why research is necessary, and what type of research is necessary. The class will develop a format researching prospective accounts as well as
existing accounts.
Sales call preparation--Understanding how to prepare for a professional sales presentation.
Understanding BuyerPersonalities--Strategies are developed for effective presentations to each of the personality styles.
Driver, analytical and amiable personality styles--Strategies are developed for effective presentations to each of the personality styles.
Building rapport--How to “break the ice” with the listener in a professional manner.
Handling sales objections--Understanding sales objections and developing techniques todeal with them effectively.
Closing techniques--Techniques are developed to “close the sale” professionally.
Process
This is a very intense 3 day workshop. The primary focus on student application and skill development. It consists of some lecture, case studies and significant student involvement.
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