Professional Selling Techniques

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Professional Education Classes - Professional Development

This course is designed for sales people who want to refresh their sales skills or individuals that want to build their selling techniques. The course is centered on the “Sales Selling Process”, which is a customer-centered/solution based process designed to enable the salesperson to provide value to their customers. It utilizes a creative in-class assessment to enhance the participant's effectiveness in the psychology of selling.

Instructor: Harv Frankel
Note: new date and/or time
2 session(s): Mon and Tue: Feb 22-23 / 9:00 am-4:00 pm
Registration fee: $795 CEUs: 1.2

Who should attend

This program is designed for sales people who want to refresh their sales skills or individuals that want to build their selling techniques.

You should take this class if:

if you would benefit from more effective sales techniques

After this class, you will be able to

identify the roles and responsibilities of the professional salesperson
adapt professional selling methods
understand their role as problem solvers
determine their behavior styles, as well as the styles of their customers
adapt their styles to meet the needs of the customer
improve their communication skills
build and/or improve customer relationships
implement the 5 step “SALES” SELLING PROCESS

What will be covered

Introduction
Reviewing the Objectives of the Program
Address Official Agenda of the Program
Establishment of the Participant’s Personal Agendas
Discuss the Roles and Responsibilities of the Salesperson
Define the Expectations That Their Manager and Customers Have For the Professional Salesperson
Discuss the Obstacles Sales People Face
Communication
Communication Components
Checkpoints for Observational Conversation
Listening Skills
Psychology of Selling
Understanding Stress
Identify Your Behavior Style
Evaluating the Buyer to Uncover Their Behavior Style
Adapting Your Style to the Style of the Buyer
Customer-Centered/Solution Based Sales Process
Salutation
Greeting
Establish Non-Threatening Atmosphere
Handling the Indifferent Customer
Addressing Needs and Issues
Areas of Discovery
Uncover Customer’s Specific Needs and Issues
Logical Solutions and Presentation
Presenting Solutions

Explain
Handling Objections
Securing
Buying Signal
Closing Techniques
Satisfy You Objective For the Meeting
Help the Customer Through the Decision Making Process