Principles of Professional Selling
Today’s competitive sales environment requires more than exceptional products, features and benefits to separate you from the competition. Consultative selling is the key to customer-focused sales interactions.
This course addresses the heart and soul of effective selling during face-to-face customer interactions. Participants will apply the skills and strategies they need to gain competitive sales advantage by planning and executing a proven sales process. This course will provide the tools that they need to become successful in professional sales.
What Participants Will Learn
- Recognize what it takes to be a top performer today
- Gain an introduction to consultative selling
- Improve sales effectiveness and self-assessment by understanding the evolution of a sales professional
- Acknowledge a customer’s perspective of why people buy from who they do
- Analyze and understand different sales styles
- Read buying styles of customers
- Adjust your approach to meet the styles of your internal and external customers
- Overcome communication barriers through active listening
- Present to visual, auditory and kinesthetic customers
- Develop customer-focused interactions
- Create sales questions that involve the customer and gain commitment
- Uncover customer needs through assessment
- Build instant rapport and trust as well as long-term relationships
- Prepare and clarify objections, overcoming skepticism, indifference and opposition
- Identify buying signs and eliminate the fear of closing
- Utilize closing techniques in a consultative sales process