SALES DEVELOPMENT CURRICULUM

A Client-Oriented Sales Approach Is What Produces Long-Term Customer Relationships And Ongoing Sales Success.

43.     INTRODUCTION TO SALES:  SALES PROFESSIONALS MAKE THE DIFFERENCE?

This course sets the stage for the Customer Focused Sales Approach. We discuss understanding behavioral styles and adjusting each interaction, the importance of establishing credibility & trust to make a customer-focused interview more valuable. We talk about the sales cycle, and the importance of selling value over price. We talk about the concept of Me Inc. and the assets that each salesperson brings to the job each day. It is full of animations and has excellent examples of salespeople being customer focused rather than product focused.

44.     UNDERSTANDING BEHAVIORAL STYLES FOR SALES

Effective selling often depends on “getting off on the right foot”. Being able to quickly recognize a person's behavioral style and interact appropriately are critical to this process. Understanding Behavioral Styles for Sales shows you how to recognize different behavior patterns, and develop adaptive skills that increase your ability to communicate successfully with others. Includes Behavioral Communication Feedback Report. 

45.     ESTABLISHING CREDIBILITY AND TRUST FOR SALES

Decisions to choose a vendor or supplier require all the people who come in contact with the client to establish some level of credibility and trust. Establishing positive credibility and trust allows sales people a better opportunity to create longer term business relationships. This course will discuss what you can do to intentionally build trust and confidence with your clients. Optional Effective Listening Feedback Report.

46.     QUESTIONS ARE THE ANSWER FOR SALES

This course will provide you with examples of good questions that you can use immediately to get the information you need. You will learn the difference between open-ended and closed-ended questions, and when to use them. We'll discuss seven different types of questions and how you can use each one.

47.     CUSTOMER FOCUSED SALES INTERVIEWS

In this course you will learn professional sales interviewing techniques that will help you establish credibility, qualify opportunities more effectively, and discover a prospect's important business needs, goals, priorities and personal win. Optional Sales OR Customer Service Action Planner.

48.     OVERCOMING ALL OBJECTIONS

This course presents a process for dealing with objections and complaints so you can be effective and keep client relationships positive.

49.     TERRITORY AND ACCOUNT MANAGEMENT

In this course you will learn the skills to: define your territory, understand your customer base, and prioritize your clients and prospects. You will learn four-step method for managing your territory. You will also learn how to protect that territory.

50.     PROSPECTING TO CREATE INTEREST

In this course, you will learn how to leverage your past success and use a system to identify, classify, and approach high level people and new opportunities. We will also offer you tips on creating internal advocates from existing clients. We'll practice how to qualify an opportunity and how to plan ahead to get the most out of each client meeting.

51.     IMPROVING CLIENT RELATIONSHIPS AND SALES RESULTS WITH DISC

Use this interactive and entertaining course as a pre-work assignment to provide a solid foundation of DISC behavioral style knowledge, spend valuable class time applying DISC in selling situations and then after the class as a review and reinforcement tool for a full year.

52.     WIN-WIN NEGOTIATION

In this course we examine the negotiation process and determine the types of negotiations that cause people the most difficulty. We practice an effective negotiation process that will help you and your customer get to a win/win.

53.     GAINING COMMITMENTS TO ACTION/CLOSING

In this course we will discuss a variety of techniques for gaining little commitments from a prospect to advance the sale. You will learn the difference between low pressure and high pressure closing styles, also, how to recognize buying signals from your prospect, and how to deal with them. We will see what closing method is most effective with different personality styles. We will also discuss what to do if the prospect says "no thanks" and how to overcome objections when closing.

54.     THE INCOMING SALES AND SERVICE CALL

In this online course, students will learn what can be done to help make sure the conversation and the relationship with the customer get off to a positive start. They will also learn how they can make the transition from taking an order or providing a service to a sales conversation.

55.     MAKING CUSTOMER RECOMMENDATIONS

The recommendation begins where the discovery leaves off—with a clear consensus about the customer objectives. Representatives are not selling products and services; they’re selling "solutions" that can help the customer reach his or her objectives.

56.     COACHING FOR SALES MANAGERS

The responsibilities of a sales manager or supervisor are varied. One responsibility far too critical to delay or not focus on consistently is your responsibility to coach people on your sales team. In this course you will identify and practice five keys to sales coaching success. Through exercises and case studies you will learn practical sales coaching skills and when as well as how to apply them.