Fundamental Selling Techniques for the New Salesperson

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

The mounting pressure facing salespersons in today's tough economy is causing this challenging profession to become even more competitive. Many prospective sales professionals don't have a solid foundation and understanding of the fundamentals of selling.

In this intensive, highly interactive course, you will gain an introduction to the art of selling that will equip you with the tools and techniques you need to achieve sales success and improve your performance.

What You'll Learn

• Behaviors and skills of a successful sales professional
• Types of selling models
• Elements of the sales framework
• Prospecting basics and 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
• 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
• Resources and methods to generate 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

Who Needs to Attend

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