Principles of Professional Selling
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Description
Thousands of salespeople have prospered by attending AMA’s most popular professional sales training seminar.No matter how great your product or service is, or how talented a salesperson you are, you will not be able to close the deal if you cannot tell your clients how what you’re selling will benefit them. Through this intensive professional sales training seminar, you will learn how to gain your clients business by earning their trust.
Go through the entire sales process and discover the most modern sales methods today—consultative/solutions selling. You’ll leave this professional sales training workshop better equipped to develop presentations that meet your clients real needs…create a sp…
Frequently asked questions
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Thousands of salespeople have prospered by attending AMA’s most popular professional sales training seminar.No matter how great your product or service is, or how talented a salesperson you are, you will not be able to close the deal if you cannot tell your clients how what you’re selling will benefit them. Through this intensive professional sales training seminar, you will learn how to gain your clients business by earning their trust.
Go through the entire sales process and discover the most modern
sales methods today—consultative/solutions selling. You’ll leave
this professional sales training workshop better equipped to
develop presentations that meet your clients real needs…create a
specific sales plan to achieve your sales goals…influence the right
buyers and close the sale with ease.
- Live Online
- Onsite
How You Will Benefit
- Develop a master plan to manage the sales process
- Win the confidence and trust of prospects by learning as much as possible about their needs
- Successfully sell on a consultative level, using effective interviewing techniques
- Effectively communicate your product/service superiority
- Build long-term sales relationships by offering solutions
- Uncover customer resistance and overcome objections
- Know when—and how—to close the sale
- Productively manage your time and territory
What You Will Cover
- Planning: using competitive analysis to gain more business
- Matching your sales approach to the personality style of your customer
- Becoming a problem solver: supplier-based selling vs. selling a solution
- Developing new business while maintaining existing account
- Managing key-account and key-prospect relationships
Extended Seminar Outline
Print this page Extended Seminar Outline Seminar #5520 Learning Objectives- Define Your Own Strengths and Areas to Improve as Well as Create An Action Plan for the Future Development
- Develop Plans and Tools for Operating Your Business More Effectively
- Demonstrate the Skills That Identify You as a True Sales Professional
- Approach Your Customers and Prospects in a Consultative Manner
- Manage Your Time and Capitalize on the Most Productive Opportunities
Professionalism
- Set Your Learning Goals for This Class
- Define "Professionalism
- "Identify the Habits of Productive Salespeople
Planning
- Define and Perform a Competitive Analysis
- Complete an Account Profile of One of Your Best Customers
- Identify the Key Contacts in Each of Your Accounts
Listening
- Identify the Elements of Good Listening
- Identify the Barriers to Effective Listening as Well as Techniques of Attentive and Active Listening
- Demonstrate Your Proficiency in Active, Attentive Listening
Personal Styles
- Identify Your Own Personal Style
- Identify the Personal Styles of Others
- Identify an Ideal Sales Approach to Match the Personal Style of Your Customer
Becoming a Problem Solver
- Explain the Difference between Supplier-Based Selling and Customer Problem-Solving
- Develop a Plan for Using a Consultative Selling-Approach for Your Business
The Sales Process
- Describe the Steps of the Sales Process
- Demonstrate the Skills Associated with Each Element of the Sales Process
- Conduct Effective Sales Calls, from the Initial Greeting to the Final Commitment
Individual Evaluation
- Apply the Skills Associated with Each Element of the Sales Process
- Reinforce Your Understanding of the Sales Process by Critiquing Various Presentations
- Improve Your Professional Selling Skills by Reviewing and Evaluating Your Own Presentation
New Business Development
- Identify and Develop New Business Strategies for Yourself
- Qualify a Business Opportunity to Determine Where Your Time Is Best Spent
- Develop a Prospecting Call Strategy and Script Alternatives
Territory and Account Management
- Differentiate between Territory Management and Territory Coverage
- Analyze Your Territory and Account Base and Set Goals
- Analyze Key-Account Relationships
- Perform an Account Penetration Analysis
Time Management
- Develop an Objective Tracking System
- Effectively Prioritize Your Work and Manage Your Time
Who Should Attend
Sales professionals with a minimum of one year of sales experience, veterans who want to refresh their skills and managers who want to learn professional sales training techniques to train salespeople.Note: This course is not for novices; see seminar # 5510 Fundamental Selling Techniques for the New or Prospective Salesperson.
Special Feature
This Seminar Features Blended Learning
AMA Blended Learning combines instructor-led training with online
pre- and post-seminar assessments, tune-up courses and other
resources to maximize your training goals. Through a blend of
proven instructor-led seminars and powerful online technology, AMA
Blended Learning provides a compelling and more comprehensive
experience for the learner - producing a greater
return-on-investment for the employer and the seminar
participant
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