Sales Training CD-ROM
Solution Selling: Prospecting and Addressing Needs
In Solution Selling: Prospecting and Addressing Needs, participants will learn how to understand their client's decision-making practices. They will also learn how to research prospective clients, how to apply
guidelines for making a sales call, and how to build a sales network. In addition, they will learn how to create win-win situations when finding solutions for clients.
Learn To:
- Implement the six steps of the sales process.
- Perform four specific actions before they begin prospecting.
- Build a sales network.
- Complete six steps when finding solutions.
- Apply four guidelines for speaking with clients.
Content Emphasis: Skills-Based
Audience: Individuals who want to learn how to build a sales network and establish a good relationship with clients in order to meet their needs.
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: Prospecting and Addressing Needs
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ng44502
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$110
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Solution Selling - Sales Training Course on CD-ROM
Unit 1: Background Information
Duration: 0.5 - 1 Hour(s)
- Describe and implement the six steps of the sales process.
- Avoid traditional sales styles.
- Understand people's decision-making practices.
- List five points to remember about people's decision-making practices.
- Simulation Overview: In this simulation, you will meet with Jack Sullivan, one of Icon's Regional Sales Vice Presidents, to discuss the sales process. Through your
questions, you will learn about the six basic steps of the sales process, and what you should know about your clients' decision-making and buying practices.
Unit 2: Discovering Your Clients
Duration: 0.5 - 1 Hour(s)
- Define prospecting in terms of sales.
- Perform four specific actions before you begin prospecting.
- Know what to do when researching potential clients.
- Apply the guidelines of the PHASED acronym.
- Build a sales network.
- Simulation Overview: In this simulation, you will meet with Kevin McDonald and Cindy Becker, salespeople for Icon's line of security products. Kevin and Cindy
have been in the department for nearly six months, and while they both have been given their own client lists, they are having problems acquiring new clients. As their
peer, you need to help them learn how to discover new clients by explaining prospecting, networking, and the basics of making a sales call.
Unit 3: Connecting with Your Clients
Duration: 0.5 - 1 Hour(s)
- Conduct yourself professionally when meeting clients.
- Establish your credibility as a salesperson.
- Recognize the importance of having business allies.
- Avoid using jargon when speaking with clients.
- List environmental factors that can influence sales calls.
- Simulation Overview: In this simulation, you will meet with Greg Baldwin, owner of the soon-to-be-opened Mouse House Internet Cafe, to discuss his need for a
security system. Greg is a first-time business owner and is anxious about getting his cafe opened on schedule. The unexpected need for a security system has
made him even more anxious. As a salesperson in Icon's Security Products Division, you must connect with Greg by finding ways to put him at ease and
convincing him of your credibility and the credibility of your products.
Unit 4: Finding Solutions
Duration: 0.5 - 1 Hour(s)
- Work to create win-win situations.
- Complete six steps when finding solutions.
- Take a proactive approach to sales.
- Apply four guidelines for speaking with clients.
- Simulation Overview: In this simulation, you will meet with Marcus Robinson, the owner of Windy City Computer Solutions, and Elizabeth Thomas, the Business
Manager for the same company, to discuss the security needs of their growing business. You have spoken briefly with Elizabeth to set a time for this meeting,
and you are aware that the business is expanding significantly and moving to a new location. As a salesperson in Icon's Security Products Division, you must
identify their needs and find an agreeable solution for their situation.
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