Essential Selling Techniques for the New Salesperson
Today it seems there are as many different approaches to sales effectiveness as there are products and services to sell. Regardless of their methodology, the sales professionals who truly succeed understand that sales happen when you know and connect with your prospects and clients.
This course will take participants step-by-step through the entire sales process and covers every critical phase of selling. Participants will leave this course better equipped to win the confidence and trust of prospects, develop presentations that meet your clients’ real needs, create long-term sales relationships by offering solutions, influence the right buyers and close the sale with ease.
What Participants Will Learn
- Identify qualified prospects
- Research prospect companies and locate the true decision-maker and influencers
- Plan calls for maximum impact
- Copy gatekeepers and composing effective voicemails
- Define and understanding the importance of each step of the sales process
- Exhibit confidence in front of new customers
- Establish credibility and trust with new or prospective customers
- Distinguish the value of customer interviews
- Create a list of probing, industry specific question
- Identify individual customer needs – and immediate selling opportunities
- Present solutions vs. presenting products and services
- Communicate your product/serve superiority effectively
- Distinguish between real and phony objections
- Overcome sales resistance with proven techniques
- Clarify reasons to buy and achieving customer commitments
- Recognize when to close and what to close for by using various closing technique