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Sales Prospecting, Qualifying and Completing

Course Description The target student for this course is someone who currently works in the sales field and wants to become a better sales representative. This course introduces students to a sales model that has a five... Show More
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Instructor-Led Training (ILT)

Attend training in a classroom environment at a campus near you. Instructor-led training is still the number one delivery method of choice because it allows you to interact and discuss the training material, either individually or in a group setting, and you gain access to expert knowledge from certified instructors. This form of guided learning is impactful and produces positive learning outcomes. Day, evening and Saturday classes are offered.

2 Days

Course Content

Unit 1: Introduction to selling

Topic A: Introduction to buying and selling
A-1: Defining FABs

Topic B: The sales model
B-1: Identifying your products and services
B-2: Discussing the sales model

Unit 2: Sales skills

Topic A: Organization
A-1: Prioritizing sales activities
A-2: Planning quotas

Topic B: Communication
B-1: Practicing tongue twisters
B-2: Discussing body language

Topic C: Personal motivation
C-1: Identifying the benefits of motivation
C-2: Developing your motivation

Unit 3: The sales process

Topic A: The selling process
A-1: Identifying stages of the selling process

Topic B: The buying process
B-1: Identifying stages of the buying process

Unit 4: Prospecting

Topic A: Introduction to prospecting
A-1: Defining your target market
A-2: Defining your target customer

Topic B: Prospecting methods
B-1: Discussing prospecting methods
B-2: Discussing gatekeepers

Topic C: Phone prospecting
C-1: Developing a cold-call sales script

Unit 5: Qualifying

Topic A: The qualifying process
A-1: Identifying decision criteria
A-2: Improving your listening skills

Topic B: The questioning process
B-1: Discussing the questioning process
B-2: Developing probing questions
B-3: Writing qualifying questions

Unit 6: Presenting

Topic A: Selling process and strategy
A-1: Discussing positioning

Topic B: Buyer types
B-1: Identifying buyer types

Topic C: Presenting to buyers
C-1: Writing your elevator pitch
C-2: Handling objections
C-3: Discussing post-meeting activities

Unit 7: Completing

Topic A: Negotiating
A-1: Negotiating to make a sale

Topic B: Closing the sale
B-1: Developing closing questions

Unit 8: Servicing

Topic A: Customer service
A-1: Discussing customer service

Topic B: Service as a process
B-1: Discussing Responsive CARE

Unit 9: Using what you’ve learned

Topic A: The implementation phase
A-1: Recording ideas from satori moments
A-2: Committing to improvement

Topic B:Resources and tools

CTU Training Solutions , Updated: July 14th, 2017

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The course information above is subject to change without notification due to market trends in the industry, legislation and/or programme version updates. Terms and Conditions

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