Course Content
Module 1: Introduction to Selling
• Defining Selling
• The Definition of a Seller
• The Definition of a Buyer
• Selling
• Sales Requirements
• Sales Strategies and Tactics
• Attitude
• Ways we sell
• Person-to-Person
• Telemarketing
• Direct Mail
• Email
• Internet
• Seminars & Conferences
• The Selling Process – Strategies & Tactics
• The Selling Process
• Sales Stages
• Product Knowledge
• Develop a Positive Sales Attitude
• Enjoy Selling
• Be Excited
Module 2: Prospecting Success Strategies
• Prospecting
• What is prospecting?
• What is a prospect?
• A Customer Profile
• Building your Customer Profile
• Channel Ratings
• Lead Channels
• Decision Making Authority
• The Decision Maker
• The Decision Influencer
• Political Influence
• Financial Influence
• Technical Influence
• End-User
• Product: SecureCar
Module 3: First Contact Success Strategies
• First Contact
• Establishing Buyer Trust
• Building Rapport
• Smile
• Handshake
• Let’s have some fun
• Use Names
• Let the Fun Continue
• Be Sincere and Friendly
• Using a Trust Substitute
• Common Ground
• Compliment and Affirm
• Professional Greeting
• Professional Image
• Be on Time
• Body Language and Eye Contact
• Step 1 – Greeting
• Step 2 – Introduction & Rapport
• Attention Grabbers
Module 4: Qualification Success Strategies
• Qualification
• The Qualification
• Buying Criteria
• Buying Motive
• Qualification Steps
• Discovery Questions
• Discovery Questioning Styles
• Close-Ended Questions
• Open-Ended Questions
• Alternative Questions
• Assessment Questions
• Reward Questions
• Effective Listening
Module 5: Presentation Success Strategies
• The Presentation Stage
• Delivering a Prospect-specific Presentation
• Prospect-specific information
• Buyer Motives
• Personal Attention
• Safety
• Financial
• To Own Things
• Proof-of-Success
• Product Demonstration
• Success Stories
• Customer Testimonials
• Industry Reviews and Evaluation
• Awards
• Feedback
• Keys to a Powerful Presentation
• Energy & Passion
• Be Positive
• Assume the Sale
• Summarize
• Exercise
Module 6: Successful Objection Resolution
• Strategies
• Resolving Objections
• Create Objection Responses that reduce Conflict
• Acknowledge
• Identify with
• Resolve
• Product/Service: SecureCar
• Uncovering Hidden Objections
• Hidden Objection
• Ready to close
• Ready to close but has a fear of buying
Module 7: Successful Closing Strategies
• Closing Stage
• The Fear Barrier
• Seller’s Fear
• Buyer’s Fear
• Buying Signals
• Verbal Buying Signals
• Non-Verbal Buying Signals
• Strategies for closing the sale
• Direct Close
• Minor Point Close
• Alternative/Multiple Choice Close
• Action Close
• Opportunity Windows Close
• Benefits Close
• Trial Product Close
• Objection Close
• What do you do if your prospect says no
• What do you do when a sale is lost?
Module 8: Wrap-up & Follow-up Strategies
• Wrap up & Follow up
• Referrals
• Follow up & Repeat Sales
• Strategies that create repeat sales