In this course you will identify and practice five (5) keys to your sales coaching success. We'll offer several important coaching tips that you can blend easily into your every day routine with your sales team.
Learn professional sales interviewing techniques that will help you establish credibility, qualify opportunities more effectively, and discover a prospect's important business needs.
Learn how to best address the prospect's needs, wants, goals, and priorities during a sales presentation. There is a big difference between conducting a "presentation" versus a Customer Focused Presentation.
Establishing positive credibility and trust allows sales people a better opportunity to create longer term business relationships. This course will discuss what you can do to build trust and confidence with your clients.
In this course we will discuss a variety of techniques for gaining little commitments from a prospect to advance the sale - what to do if the prospect says "no thanks" and how to overcome objections when closing.
This introductory course is intended to set the stage so you can sharpen your selling skills to become even more effective. Customer Focused Selling is not training for the sake of training.
Learn examples of good questions you can use immediately to get information you need. Find the difference between open-ended and closed-ended questions - when to use them.
Learn the skills to: define your territory, understand your customer base, prioritize your clients and prospects. You will also learn a four-step method for managing and how to protect your territory.
This course shows you how to recognize different behavior patterns, and develop adaptive skills that increase your ability to communicate successfully with others.
Shortened version of Understanding Behavioral Styles for Sales - learn how to recognize and adapt to the four different behavioral styles.
Review the strategies behind some common negotiation tactics and learn to recognize the pitfalls that you can avoid. Practice an effective process that will help you get a win/win.