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Selling Smarter

This course is currently available as E-Learning, or a private instructor-led class scheduled to suit your availabilty. You can click here to inquire further or you ask us for recommendations on similar classes.

Recommended Prerequisites

No prerequisites are required for this course.

Course Overview

It’s no secret that the sales industry continues to change and evolve rapidly. This is an exciting and dynamic profession, although it is often underrated and misunderstood. The back-slapping, high pressure, joke-telling sales person has disappeared. In his place is a new generation of sales professionals: highly trained and well groomed, with the characteristics of honesty, trustworthiness, and competence.

Today’s top salespeople are in the business of identifying needs and persuading potential customers to respond favorably to an idea that will result in mutual satisfaction for both the buyer and the seller. They do this in a way which puts the customer first, fully knowing that when they meet the customers’ needs, sales will follow.

Learning Objectives

Explain and apply concepts of customer focused selling
Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there
Apply success techniques to get the most out of your work
Understand productivity techniques to maximize your use of time
Identify ways to find new clients and network effectively

Course Outline

Course Overview
Selling Skills
Essential Skills
Consultative Selling
Customer Focused Selling
The Sales Cycle
The Sales Cycle
Initiate
Build
Manage
Optimize
Framing Success
The Power of Your Mind
Professionalism
Setting Goals with SPIRIT!
The Path to Efficiency
Customer Service
Selling More
Enhancing Your Sales
Our Values
Making Connections
Ten Major Mistakes
Finding New Clients
Finding New Clients
Networking
Selling Price
Personal Action Plan
Recommended Reading List
Post-Course Assessment