Sales Training on CD-ROM
Solution Selling: Gaining Customer Commitment
In Solution Selling: Gaining Customer Commitment, you will learn how to establish credibility and develop relationships with your clients, as well as what questions you should ask clients when determining their
needs. You will also learn the three stages of need, how to determine which stage of need a client is in, and how to help clients envision themselves benefiting from your product or service. In addition, you will
learn what to do if your product or service does not satisfy a client's key issues, how to manage a client's anxiety during the sales process, and how to prepare for negotiations.
Learn To:
- Obtain a client's written consent to complete the sales process.
- Complete three actions to help you when building relationships with clients.
- Ask situation-appropriate questions during the sales process.
- Respond to a client based on his or her stage of need.
- Explain how your product or service meets the key issues.
- Manage a client's anxiety by speaking plainly, asking for feedback, and sharing success stories.
- Complete the five stages of negotiation.
Content Emphasis: Skills-Based
Audience: Individuals who want to learn how to build relationships with customers and gain their commitment during a sales interaction.
Total Learning Time: 2 - 4 Hour(s)
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Product
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CODE
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Price
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Order
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Solution Selling: Gaining Customer Commitment
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ng44504
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$110.
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Solution Selling - Sales Training CD Contents
Unit 1: Background Information
Duration: 0.5 - 1 Hour(s)
- Correctly list the six basic steps of the sales process.
- Obtain a client's written consent to complete the sales process.
- Correctly list three actions you must complete before a client will commit to buying.
- Simulation Overview: In this simulation, you will meet with Jack Sullivan, Icon's Regional Vice President of Sales. Through your questions and his answers, you
will learn about the process of selling, why it is important to acquire written consent from a client, and the benefits of maintaining relationships with your clients.
Unit 2: Building Relationships
Duration: 0.5 - 1 Hour(s)
- Complete three actions to help you when building relationships with clients.
- Demonstrate honesty, authority, reliability, and competence.
- Ask situation-appropriate questions during the sales process.
- Follow three guidelines for gathering information.
- Simulation Overview: In this simulation, you will meet with Marcus Robinson, the owner of Windy City Computer Solutions. Mr. Robinson is going to open two new
Windy City Computer stores in three months. As one of Icon's Account Executives for the Business Solutions product line, your goal is to build a meaningful relationship with Mr. Robinson.
Unit 3: Demonstrating the Need
Duration: 0.5 - 1 Hour(s)
- List the three stages of need.
- Respond to a client based on his or her stage of need.
- Differentiate between personal and economical objections to buying.
- Help clients visualize themselves benefiting from your product or service.
- Simulation Overview: In this simulation, you are part of the sales team for Icon's Network Division and will meet with Robin Carlson, office manager for the law firm
of Myers, McMurry & Stein. The law firm is growing rapidly and needs to expand and upgrade its internal network. Robin has requested to meet with you to discuss Icon's proposal for the project.
Unit 4: Satisfying the Need
Duration: 0.5 - 1 Hour(s)
- Restate a client's key issues.
- Explain how your product or service meets the key issues.
- Manage a client's anxiety by speaking plainly, asking for feedback, and sharing success stories.
- Gather specific information before negotiating.
- Complete the five stages of negotiation.
- Simulation Overview: In this simulation, you will meet with Cindy Becker, the Director of Information Services for Atlas Technical Products, to discuss the impact
of ATP's rapid expansion on the company's internal and external computer security. You met two weeks ago, and she has reviewed your proposal. Your goal is to
determine what level of software upgrade will meet her company's needs.
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