Program Overview:

Start your sales career the right way—with this intensive introduction to selling.

Because of the mounting pressure facing salespersons in today’s tough economy, this challenging profession is becoming even more competitive. But many prospective sales professionals don’t have a solid foundation and understanding of the fundamentals of selling. This intensive, highly interactive two-day introduction to the art of selling will equip you with the tools and techniques you need to achieve sales success and improve your performance.

How You Will Benefit

• Identify the behaviors and skills of a successful sales professional
• Describe different types of selling models
• Identify elements of the sales framework
• Understand prospecting basics and be able to conduct a sales call
• Use a customer-centered selling approach to provide value
• Choose a closing technique to earn the business
• Complete a formula to achieve sales goals
• Manage the customer relationship on an ongoing basis
• Develop an action plan to apply your new skills.

Program Objectives

By attending this workshop you’ll learn:

• Unique aspects of sales functions compared with the rest of an organization
• Behaviors, characteristics and skills of a successful salesperson
• Characteristics of different selling models, types and structures
• Calculating and setting goals based on your sales quota and plan
• Analyzing the territory and conducting account research
• Planning your calendar to achieve sales goals and build a sales pipeline
• Identifying resources and methods of generating leads
• Strategies to respond to common new business objections
• The “Earn the Business” process
• The “Deliver the Business” process
• The “Manage the Relationship” process
• Technologies or methods for maintaining customer information
• Strategies to maintain communication with a customer

Extended Seminar Outline
Learning Objectives

• Identify the Behaviors and Skills of a Successful Sales Professional
• Explain the Importance of Sales to Any Organization
• Describe Different Types of Selling Models
• Use a Customer-Centered Selling Approach to Provide Value
• Apply Communication and Sales Tips, Tools, and Techniques to Improve/Enhance Sales Performance
• Develop an Action Plan to Apply Your New Skills

The Importance of Sales

• Define Sales from a Customer-Centered Perspective
• Describe a Customer's Buying Cycle Process
• Describe How Sales Functions Are Different from the Functions of the Rest of an Organization
• Explain How Sales Creates Opportunities That Contribute to the Industry and Organization
• Identify How a Sales Department Interacts Within an Entire Organization

Characteristics of a Successful Salesperson

• Identify Characteristics of a Successful Salesperson
• Describe a Sales Success Model

Selling Models

• Describe Characteristics of Different Selling Models

The Sales Framework

• Describe the Sales Framework

Plan for the Business

• Describe How to Analyze an Industry and Territory
• Identify Information That Should Be Included in a Customer Profile
• Apply Segmentation Codes to Differentiate Customers
• Describe How to Prepare Competitive Advantage Statements

Find and Qualify the Business

• Identify Resources and Methods for Generating Leads
• Describe the “Find and Qualify the Business" Process Steps
• Identify Categories of Customers
• Strategize Ways to Respond to Common Objections

Earn the Business

• Describe the "Earn the Business" Process Steps
• Describe Ways of Opening a Sales Call
• Apply Questioning Techniques to Discover and Confirm Needs
• Describe Strategies to Present Options and Resolve Objections
• Discuss Closing Techniques

Deliver the Business

• Describe the "Deliver the Business" Process Steps

Who should attend?

Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.

Special Feature

Orbrix combines instructor-led training with online pre- and post-seminar assessments, tune-up courses and other resources to maximize your training goals. Through a blend of proven instructor-led seminars and powerful online technology, Orbrix provides a compelling and more comprehensive experience for the learner—producing a greater return-on-investment for the employer and the seminar participant.

Total Duration

2- days