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| Seller Behaviors |
Understand successful buyer-focused selling behaviors |
1.5 hrs |
| Buyer Behaviors |
Influence buying decisions |
2.5 hrs |
| Buyer-Focused Selling |
Respond effectively to buyer's needs at all stages of the buying cycle |
1.5 hrs |
| The Selling Cycle |
Match the six steps in the selling cycle to the buyer-focused selling model |
2.5 hrs |
| Telephone Communication |
Improve sales results by developing effective telephone communication |
2 hrs |
| Communication Skills |
Improve sales results by developing effective listening and non-verbal communication skills |
2.5 hrs |
| Written Communication |
Develop effective sales proposals |
1.5 hrs |
| Managing a Territory |
Develop organizational activities to assure sales success |
1.5 hrs |
| Gathering Information |
Gather the information you need to qualify suspects as prospects |
2 hrs |
| Planning a Sales Call |
Plan a structured approach to sales calls to increase your chances of success |
1.5 hrs |
| The Sales Call |
Make the opening statement and select the right strategies to move to the next step |
2 hrs |
| Probing and Questioning |
Use appropriate questioning techniques to improve information gathering |
2.5 hrs |
| Presenting Solutions |
Make effective presentations to highlight the benefits of the solution |
2 hrs |
| Closing the Sale |
Recognize the verbal and non-verbal signals that indicate it's time to close the sale |
1.5 hrs |
| Buyer Reactions |
Encourage customer feedback and adapt your presentation accordingly |
1.5 hrs |
| Concluding a Call |
Recognize the right strategies to bring the sales call to an effective conclusion |
1.5 hrs |
