Instructor-Led Training

Strategic Selling Skills

This class provides participants with the strategic selling skills and strategies needed to confidently and effectively prospect, sell, close and manage accounts. Participants will learn the techniques necessary to sell from a strategic vantage point and close today’s sale while positioning themselves and your organization as the right choice for future initiatives.

Course Outcomes

Learn the essentials of sales
Identify the important aspects of time management
Know what active listening is and how it applies to sales
Practice effective questioning
Discuss analysis and positioning
Understand how to gain commitment
Learn the fundamentals of closing the sale
Discover the secrets of up-selling
Create skills for building and keeping relationships

Course Agenda

Instructor-Led Training

Session 1: Sales essentials

How to set a clear pre-call objective so your sales calls hit the mark every time
The “who,” “what” and “double why” basics of selling
Techniques that build personal connections and gain more information about the client’s business
Understanding customer personality profiles and buying types
Selling-skills survey—find out how good your selling skills really are
Make each customer contact an opportunity to serve and sell in new ways
Techniques to build relationships with gatekeepers so they become allies

Session 2: Time management

Why knowing the difference between goal-related tasks and routine tasks is vitally important for increasing your sales productivity and achieving your long-range goals
5 questions for analyzing the most efficient way to carry out every task on your “to-do” list
How high-producing sales professionals use the telephone as a time-saver instead of a time-waster
How to turn idle waiting time into productive time

Session 3: Active listening

What a good listener is and how active listening will boost your sales
Discover how good a listener you really are
The 6 keys to active listening and why you must use them in every meeting
Identifying the actions that encourage active listening
Discovering your own sales communication skill set
Understanding what your client is not saying
Common listening mistakes that cost you the relationship and the sale

Session 4: Effective questioning

Session 5: Analysis and positioning

Session 6: Gaining commitment

Session 7: Closing the sale

Learn the 4 stages of closing and how to move through each seamlessly to win the sale
Important considerations to keep in mind when closing
The key to smooth closings
A “script” in your own words—it is essential in a face-to-face meeting
Reminding customers of your business value
How to comfortably and effectively move your customer forward into uncharted territory
Powerful closing techniques that work

Session 8: Up-selling secrets

Session 9: Building the long-term relationship

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