“Sales” is much more than providing the customer with the goods, in exchange for money. Sales involve a relationship, not only between the sales representative and the customer, but the company and the customer. There are many qualities customers look for in, not only products, but in sales people. Being the only link between the product and the customer, it is important to develop these important qualities.

 

Course Outline


INTRODUCTION
Course Objectives


MODULE 1
Effective Traits
Assertiveness
Emotional Intelligence
Solve Problems
Close
Knowledge Check


MODULE 2

Know Clients
Research
Customer Values
Customer Needs
Anticipate Needs
Knowledge Check


MODULE 3
Product
Know Your Product
Believe in the Company and Product
Be Enthusiastic
Link Product to Customer's Values
Knowledge Check


MODULE 4
Leads
Sift Leads
Time vs. Cost of Pursuing Leads
Let Go of Leads Going Nowhere
Focus on Positive Leads
Knowledge Check


MODULE 5
Authority
Develop Expertise
Know Your Competition
Continue Education
Solve Customer Problems Using Authority
Knowledge Check


MODULE 6
Build Trust
Testimonials
Be Transparent
Be Genuine
Take on Customers' Point of View
Knowledge Check


MODULE 7
Relationships
Listen Actively
Communicate Often
Rewards
Build New Relationships
Knowledge Check


MODULE 8
Communication
Be Prepared, Not Scripted
Use Humor
Be Yourself
Thank and Reward
Knowledge Check


MODULE 9
Self-Motivation
Value Your Work
Reward Achievements
Focus on Success
Do Not Procrastinate
Knowledge Check


MODULE 10
Goals
SMART Goals
Long-Term Goals
Short-Term Goals
Track and Modify
Knowledge Check


ASSESSMENT
Post Test

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