Sales Training on CD-ROM
Solution Selling: Overcoming Obstacles
In Solution Selling: Overcoming Obstacles, participants will learn how to identify a client's key issues, how to differentiate between benefits and features, and how to anticipate objections. Participants will
also learn how to create and deliver an effective sales presentation that is geared toward their client's key issues, as well as how to overcome a customer's objections.
Learn To:
- Complete a key-issues matrix when speaking to clients.
- Ask specific questions to help them understand clients' decision-making practices.
- Complete nine steps when creating a sales presentation.
- Create presentations that are persuasive, stimulating, focused, and flexible.
- Determine a client's true objections.
- Use interpersonal and leadership skills to respond to objections.
Content Emphasis: Skills-Based
Audience: Individuals who want to learn how to deliver a sales presentation in an effective manner and overcome clients' objections.
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: Overcoming Obstacles
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ng44503
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$110
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Solution Selling - Sales Training CD Program Contents
Unit 1: Background Information
Duration: 0.5 - 1 Hour(s)
- Describe and implement the six steps of the sales process.
- Avoid basing your sales strategy on common sales myths.
- Identify a client's key issues.
- Differentiate between a benefit and a feature.
- Take a proactive approach to sales.
- Simulation Overview: In this simulation, you will meet with Jack Sullivan, one of Icon's Regional Vice Presidents of Sales. Through your questions and his answers,
you will learn the basic steps of the selling process, common myths about selling, and some key issues that relate to a customer's needs.
Unit 2: Anticipating Objections
Duration: 0.5 - 1 Hour(s)
- Understand the importance of anticipating objections.
- Complete a key-issues matrix when speaking to clients.
- Ask specific questions to help you understand clients' decision-making practices.
- Recognize the difference between stalling and raising objections.
- Identify common objections to making purchases.
- Differentiate between price and cost.
- Simulation Overview: In this simulation, you will meet with Jessica Stone, the Purchasing Manager for Access Communications. She is in the process of
purchasing several new pieces of office equipment. As a Sales Representative for Icon, it is your responsibility to address her objections to your products. In order to
fulfill Jessica's needs and make the sale, you must understand her decision-making practices. When overcoming her objections, remember that you have the
authority to reduce the length of a standard contract from three years to two years.
Unit 3: Creating and Delivering a Sales Presentation
Duration: 0.5 - 1 Hour(s)
- Complete nine steps when creating a sales presentation.
- Create presentations that are persuasive, stimulating, focused, and flexible.
- Differentiate between implicit and explicit presentations.
- Influence clients' perceptions during sales presentations.
- Prevent environmental factors from affecting your presentations.
- Simulation Overview: In this simulation, you will meet with Monica Washington, the Office Manager for Atlas Technical Products, and Paul White, Atlas'
Purchasing Manager. Atlas is new to the area and needs new office equipment, including network accessories. However, network accessories are a product that
Icon has only recently begun to carry. As a sales representative for Icon's Office Products Division, you must present yourself as a knowledgeable and credible
salesperson, and put the clients at ease. In addition, you should request feedback from the clients in order to meet their needs.
Unit 4: Responding to Objections
Duration: 0.5 - 1 Hour(s)
- Identify reasons why people do not buy.
- Overcome difficulties when responding to objections.
- Determine a client's true objections.
- Use interpersonal and leadership skills to respond to objections.
- Look for behavioral clues when responding to objections.
- Simulation Overview: In this simulation, you will meet with David Williamson, the Purchasing Manager for Integrated Distributors. Integrated Distributors is
expanding to a larger office and needs many new office products. You have already made initial contact, but this is the first time you are meeting face-to-face with Mr.
Williamson. During the meeting, you must recognize the objections the client may have, and you must respond to the objections by practicing interpersonal and
leadership skills. You are authorized to offer a 15% discount on his purchases, a ninety-day return policy, and next-day shipping.
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