Sales Training:
Selling Smarter
Print-on-demand, customizable soft skills training material.
Why write your
own sales training program when we've done it for you?
Prewritten print-on-demand courseware saves you time and money
and helps you better prepare for classroom training with
well-researched and proven course materials that are fully
customizable.
 This
course comes with:
 Training
Workbook |
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Instructor
Guide |
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Activities
& Ice Breakers |
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Pre-Assignment |
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PowerPoint
Slides |
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Course
Outline |
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Promotional
Advertorial |
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Recommended
Reading Lists |
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You
also receive:
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Unlimited reprinting rights |
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Unlimited number of users |
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Unlimited rights to customize and modify the course
contents to suit your needs. |
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Questions?
Would you more information on this or any of our soft
skills training courses?
Call toll
free
1-800-730-7115. |
|
Sales
Training: Selling
Smarter
It’s no secret
that sales and selling has changed in recent years. We are
all working harder, with more responsibilities. High
pressure sales is no longer effective. Customers want
involvement. They want to be recognized and listened to, and
they don’t want you to forget them once the sale is made.
This sales training workshop will help employees feel more
comfortable and skilled in selling to their customers and to
help them identify and address some of their customer
service challenges.
What
participants will learn:
At the completion of this workshop, participants will:
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Understand the
wonderful paradox: helping other people get what they want
gives us more of what we want
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Use goal-setting
techniques as a way to focus on what you want to accomplish
and develop strategies for getting there
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Recognize the
difference between features and benefits of products and
services, and develop a plan for increasing product
knowledge
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Identify the
most critical elements of telephone sales and customer
service
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Understand the
power of your behavior for more successful sales and
customer service
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Develop
communication skills to better share information and to
better listen to the customer
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Recognize
opportunities for both individual and team problem-solving
Workshop
Outline:
As facilitator,
you have the option of using a variety of training methods
for each workshop. This includes large group discussions,
individual work and reflection, small group discussions &
exercises, case studies and simulations for role play.
Customization will be based on your own needs or information
provided by your human resource department or the individual
department prior to the workshop. Materials are designed as
interactive workshops with a 40/60 split between
concept/theory and practical application of skills
discussed. Class size should be kept under 20, whenever
possible, so each participant will have the opportunity to
gain techniques for the types of situations they deal with
or expect to deal with.
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Pre-Workshop
Assignment
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Participants
will be asked to complete a questionnaire about sales and
customer service perceptions. |
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Introduction and
Learning Objectives |
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Discussion of
pre-assignment |
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What selling is
all about? |
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Behind every
sale is a person |
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Find out what
they want |
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Figure out how
to help them get it |
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People buy trust
and service |
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That first seven
seconds |
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Setting
achievable goals |
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The value of
setting goals |
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The
characteristics of SMART goals |
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Developing a
strategy to reach your goals |
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Celebrating
success & thinking like a winner |
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Know your
products and services |
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What are your
products and services? |
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What are their
outstanding features or USPs? |
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How do these
benefit customers? |
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Telephone
techniques |
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The verbal
handshake |
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Using your voice
effectively |
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Telephone
manners |
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Using your
telephone as a sales tool |
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Building
relationships by phone |
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Deal with
objections |
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Ask for the
sale |
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Personal
Action Plan |
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Evaluation |
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Suggested
Reading List
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