Sales

Course Titles and Descriptions

Closing Sales Techniques

In the film Glengarry Glen Ross, a top salesman,played by actor Alec Baldwin, is sent to a remote office to shake up the salesforce. “ABC—Always be closing,” he tells them. Among other things.

Good advice,but not always so easy to put in practice. The problems come when the sales professional either can’t get over the psychological hump of asking for the sale, can’t drive to a close in a way that benefits the prospect, or fails to close in a way that leads to a long-term, win-win relationship between your organization and your customer.

This course teaches your sales team how to define closing, recognize and respond effectively to buying signals, use trial closes successfully, choose the right closing technique for each sales interaction, make the most of customer interactions that don’t result in a sale, avoid common closing mistakes, and follow up effectively to preserve the sales relationship.

Consultative Sales Techniques

No one likes to be sold. And that defensiveness can discourage even the most seasoned sales professional. That’s where consultative sales comes in. This session explains how to shift from a traditional sales approach to a consultative sales approach. You’ll learn how to define consultative sales, recognize the differences between consultative and traditional sales techniques, use research to fill your pipeline, emotionally connect with your prospect, make cold calls more rewarding, craft effective sales presentations, and maintain a consultative sales relationship for the long haul.

Gaining Leads and Referrals

Make the best use of leads and referrals to build your customer base and make more sales. This course helps you and your team identify good sources of leads and referrals, take effective action to gain useful leads and referrals, evaluate leads and referrals astutely, and know when and how to contact referrals to increase sales.

Handling Objections

Improve the way you handle sales objections. This course helps users understand why customers object, recognize different types of objections, and handle objections successfully.

Identifying Customer Needs: A Guide for Sales

Want to better identify customer needs? By the time the session is over, you’ll understand the difference between needs and wants and how each affects the sale. Plus, you’ll learn how to recognize different types of needs, identify key decisions customers make during the sales process, focus your presentation to gain information about customer needs and wants, ask the right questions to uncover needs and wants, and identify those that are hidden or unmet.

Motivating Employees: Tips and Tactics for Supervisors

Motivating employees to perform at their best is one of the most important parts of your job. Productive, well-trained employees who work hard to achieve goals make a company strong and successful. But there’s a lot more to motivating employees than just the occasional pat on the back. Successful motivation is a daily activity that requires the use of a combination of techniques and a variety of motivators.

Qualifying Prospects

When you qualify prospects correctly, you close more sales and achieve ever higher sales goals. This session explains how to identify the information you need to know about prospects, prepare effectively for qualifying prospects, ask useful qualifying questions, listen effectively when qualifying prospects, understand the consequences of failing to qualify prospects properly and identify key issues in the qualifying process.

Recruiting: A Model for Targeting Top Talent

In this course, we will learn the elements of a successful recruiting model, detailing each step, from identifying employment needs to making an offer. If you follow this model, you will be able to attract top talent and determine the best fit for your organization.

Setting Sales Goals

Effective sales goals can enhance the success of any salesperson. This course explains the purpose of sales goals and how to plan efficiently to achieve them. You and your team will learn how to set effective goals for sales calls, allocate resources efficiently to maximize goal achievement, and set challenging but appropriate goals to grow your sales career.

Telephone Sales Techniques: Cold Calls and Prospecting

Cold calling is one of the sales professional’s toughest tasks. This course helps you master the cold call, develop prospect interest in your product or service, cut to the chase to overcome objections, apply research results, use a script for cold calls, effectively modulate and articulate your voice to achieve better results, handle rejection that comes with cold calling, and follow up successfully.

Understanding Product Features and Benefits

Features and benefits (FAB)—pretty easy, right? Well, there’s a lot adding sizzle to the steak. This course helps you understand the relationship between features and benefits, identify the differences between features and benefits, and understand how to sell effectively using FAB sales technique.

Upselling

Everyone has their comfort zone. More established products are easy to sell, and pitching new or unfamiliar products will take a sales professional out of that comfort zone. Yet, after selling base products, new opportunities for profit exist at the next level. Established customers can serve as the perfect proving ground for new products and services. Who’s easier to reach, the new customer or the ones with whom you’ve already cultivated a trusting relationship?

Don’t leave money on the table when you learn how to crosssell and upsell. This course explains the essentials of delivering incremental revenue, including how to recognize why upselling is important, get more value out of existing sales relationships, use incentives, identify upselling strategies, upsell effectively, and understand the risks of upselling.