Sales Training CD
Solution Selling: The Fundamentals
In Solution Selling: The Fundamentals, participants will learn the six basic steps of the sales process, how to understand their client's decision-making practices, and the meanings of commonly used sales terms.
In addition, participants will learn how to establish credibility and how to take a proactive approach to sales.
Learn To:
- Ask specific questions to understand people's decision-making practices.
- Establish and use a filter system.
- Apply the PLEASED acronym to their life and their work.
- Establish their credibility.
- Follow four rules for speaking with clients.
Content Emphasis: Skills-Based
Audience: Individuals who want to learn how to establish themselves in the field of sales.
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: The Fundamentals
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ng44501
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$110
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Sales Training CD Course Contents
Unit 1: Background Information
Duration: 0.5 - 1 Hour(s)
- Describe and implement the six steps of the sales process.
- Identify reasons to collaborate with clients.
- Avoid basing your sales strategy on common sales myths.
- Determine your motivation for becoming a salesperson.
- Ask specific questions to understand 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 fundamentals of the sales
process. Through your questions and his answers, you will learn the basic steps of the sales process, the different avenues of communication that you can use when
selling, and several common myths you should know about selling.
Unit 2: Understanding Sales Terms
Duration: 0.5 - 1 Hour(s)
- Define commonly used sales terms.
- Establish and use a filter system.
- Avoid using jargon when speaking with clients.
- Prevent clients from feeling buyer's remorse.
- Replace negative words with euphemisms.
- Simulation Overview: In this simulation, you will meet with Robin Carlson, one of Icon's District Sales Managers, to discuss terminology often used in the field of
sales. Through your questions, you will learn the definitions of several terms that salespeople use, including prospecting, cold and warm calling, and networking.
Unit 3: Developing Your Character
Duration: 0.5 - 1 Hour(s)
- Apply the PLEASED acronym to your life and your work.
- Recognize the benefits of using your imagination.
- Take actions to enhance your creativity.
- Identify the skills and characteristics of successful salespeople.
- Simulation Overview: In this simulation, you will meet with Mary Winford, Icon's Vice President of Sales. Mary has extensive experience in the area of sales, and
she knows the personal characteristics required to be a successful salesperson. By completing several exercises, you will learn the personal characteristics that
every salesperson must possess, the importance of creativity in sales, and the skills that are assets to salespeople.
Unit 4: Managing Yourself
Duration: 0.5 - 1 Hour(s)
- Behave in the manner your clients expect.
- Establish your credibility.
- Follow four rules for speaking with clients.
- Assess your performance as a salesperson.
- Take a proactive approach to sales.
- Simulation Overview: In this simulation, you will meet with Ronald Spear, Owner of Kopy Kats Copy and Print Center. He is interested in purchasing several new
copiers from Icon, and he has a few questions that he would like you to answer. As a salesperson in Icon's Office Supply Division, it is your responsibility to answer
his questions truthfully and help him make a final decision. You should keep in mind that Straightline Copiers is your main competitor, and they sell a copier that can make 65 copies per minute.
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