Selling: The Art, Science & the Psychology
- Introduction to Course and Sales
- Welcome and Introductions
- Course Objectives and Road Map
- Discussion: What is Sales
- Introduction to Sales
- The Seller and the Buyer
- The Changing Scope of Selling: Global Economy and the Internet
- The Science of Sales: The Seven Strategies of Selling
- Prospecting
- First Contact
- Qualification
- Presentation
- Resolving Objections
- Closing
- Wrap-Up and Follow-Up
- Product and Services Knowledge
- The Psychology of Sales: The Art and Attitude of Selling
- Prospecting
- What Is a Prospect?
- The Role of Prospecting
- Lead Channels
- Target Marketing
- Networking: Where Do Your Prospects Gather?
- Positioning Statements: The Answer to the Question “What Do You Do?”
- Body Language
- Group Exercise: Networking and Body Language
- Cold Calling
- The Benefits of Cold Calling
- Adjusting Attitude and Overcoming Fear
- First Contact and Qualification
- Testing for FIT: “Personal,” “Company” and “Wants”
- Decision Makers: Political, Financial, Technical and End-User
- Developing the Relationship: Build Rapport and Establish Trust
- Qualification Strategies: Needs, Interests, Barriers, Criteria and Motives
- Case Study: How and Why People Buy
- Presentations
- Delivering a Prospect Specific Presentation
- Buyer Motives
- Proof of Success Strategies
- Keys to a Powerful Presentation
- Objection Resolution
- Strategies for Resolving Objections
- Uncovering Hidden Objections
- Role Play: Discovering the “Objections” When Selling
- Closing Strategies
- The Fear Barrier
- Recognizing Buying Signals
- Eight Different Closing Strategies
- What to Do if the Sale Is Lost?
- Wrap Up and Follow Up
- Guidelines for Completing the Transaction
- Referrals
- Maintaining the Relationship
- Follow up and Repeat Sales
- Course Recap and Conclusion
