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Provided by: Serebra Learning Corporation Sales Skills: The FundamentalsSales |
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Training
Provided by Serebra Learning Corporation
In Sales Skills: The Fundamentals participants will learn the six basic steps of the sales process how to understand their client's decision-making practices and the meanings of commonly used sales terms. In addition participants will learn how to establish credibility and how to take a proactive approach to sales.
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Sales Skills: The Fundamentals
Serebra Learning Corporation 119 - 7565 132nd Street Surrey BC V3W 1K5 Canada
Audience
Individuals who want to learn how to establish themselves in the field of sales.
Objective
- Ask specific questions to understand people's decision making practices.
- Establish and use a filter system.
- Apply the PLEASED acronym to their life and their work.
- Establish their credibility.
- Follow four rules for speaking with clients.
Topics Include
Unit 1: Background Information
- Describe and implement the six steps of the sales process.
- Identify reasons to collaborate with clients.
- Avoid basing your sales strategy on common sales myths.
- Determine your motivation for becoming a salesperson.
- Ask specific questions to understand people's decision-making practices.
- Simulation Overview:
- In this simulation you will meet with Jack Sullivan one of Icon's Regional Sales Vice Presidents to discuss the fundamentals of the sales process. Through your questions and his answers you will learn the basic steps of the sales process the different avenues of communication that you can use when selling and several common myths you should know about selling.
Unit 2: Understanding Sales Terms
- Define commonly used sales terms.
- Establish and use a filter system.
- Avoid using jargon when speaking with clients.
- Prevent clients from feeling buyer's remorse.
- Replace negative words with euphemisms.
- Simulation Overview:
- In this simulation you will meet with Robin Carlson one of Icon's District Sales Managers to discuss terminology often used in the field of sales. Through your questions you will learn the definitions of several terms that salespeople use including prospecting cold and warm calling and networking.
Unit 3: Developing Your Character
- Apply the PLEASED acronym to your life and your work.
- Recognize the benefits of using your imagination.
- Take actions to enhance your creativity.
- Identify the skills and characteristics of successful salespeople.
- Simulation Overview:
- In this simulation you will meet with Mary Winford Icon's Vice President of Sales. Mary has extensive experience in the area of sales and she knows the personal characteristics required to be a successful salesperson. By completing several exercises you will learn the personal characteristics that every salesperson must possess the importance of creativity in sales and the skills that are assets to salespeople.
Unit 4: Managing Yourself
- Behave in the manner your clients expect.
- Establish your credibility.
- Follow four rules for speaking with clients.
- Assess your performance as a salesperson.
- Take a proactive approach to sales.
- Simulation Overview:
- In this simulation you will meet with Ronald Spear Owner of Kopy Kats Copy and Print Center. He is interested in purchasing several new copiers from Icon and he has a few questions that he would like you to answer. As a salesperson in Icon's Office Supply Division it is your responsibility to answer his questions truthfully and help him make a final decision. You should keep in mind that Straightline Copiers is your main competitor and they sell a copier that can make 65 copies per minute.
Duration
4
Minimum Requirements
The CDROM version of this course requires:
- At least a 486DX 33Mhz CPU.
- Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
- At least 8MB RAM.
- At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).
- At least a double speed CDROM drive.
- An MPC compliant sound card with attached speakers or headphones is recommended (Currently only the CDROM version supports audio).
- At least a 486DX 33Mhz CPU.
- Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
- At least 8MB RAM and 22MB available hard disk space or file server space.
- At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).
Media
CDROM
Web Based Training
Serebra Learning Corporation 119 - 7565 132nd Street Surrey BC V3W 1K5 Canada
About The Training Provider: Serebra Learning Corporation
Serebra Learning Corporation - Serebra Learning Corporation provides technology-based training solutions through a combination of Cortex, its proprietary learning management system (LMS), and a curriculum catalog with over 1, 825 current courseware titles. Founded in 1987 (as FirstClass Systems, with a name change to Serebra in 2001), Serebra has over sixteen years" experience delivering e-learning solutions to both...
