Sales Skills: Prospecting and Addressing Needs

In Sales Skills: Prospecting and Addressing Needs participants will learn how to understand their client's decision-making practices. They will also learn how to research prospective clients how to apply guidelines for making a sales call and how to build a sales network. In addition they will learn how to create win-win situations when finding solutions for clients.

This is primarily online training This is an online eLearning or CBT training program Contact Serebra Learning Corporation for more information

Duration: 4 hours Training Presented in: English

Audience

Individuals who want to learn how to build a sales network and establish a good relationship with clients in order to meet their needs.

Objective

• Implement the six steps of the sales process.
• Perform four specific actions before they begin prospecting.
• Build a sales network.
• Complete six steps when finding solutions.
• Apply four guidelines for speaking with clients.

Topics Include

Unit 1: Background Information

• Describe and implement the six steps of the sales process.
• Avoid traditional sales styles.
• Understand people's decision-making practices.
• List five points to remember about 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 sales process. Through your questions you will learn about the six basic steps of the sales process and what you should know about your clients' decision-making and buying practices.

Unit 2: Discovering Your Clients

• Define prospecting in terms of sales.
• Perform four specific actions before you begin prospecting.
• Know what to do when researching potential clients.
• Apply the guidelines of the PHASED acronym.
• Build a sales network.
• Simulation Overview:
• In this simulation you will meet with Kevin McDonald and Cindy Becker salespeople for Icon's line of security products. Kevin and Cindy have been in the department for nearly six months and while they both have been given their own client lists they are having problems acquiring new clients. As their peer you need to help them learn how to discover new clients by explaining prospecting networking and the basics of making a sales call.

Unit 3: Connecting with Your Clients

• Conduct yourself professionally when meeting clients.
• Establish your credibility as a salesperson.
• Recognize the importance of having business allies.
• Avoid using jargon when speaking with clients.
• List environmental factors that can influence sales calls.
• Simulation Overview:
• In this simulation you will meet with Greg Baldwin owner of the soon-to-be-opened Mouse House Internet Cafe to discuss his need for a security system. Greg is a first-time business owner and is anxious about getting his cafe opened on schedule. The unexpected need for a security system has made him even more anxious. As a salesperson in Icon's Security Products Division you must connect with Greg by finding ways to put him at ease and convincing him of your credibility and the credibility of your products.

Unit 4: Finding Solutions

• Work to create win-win situations.
• Complete six steps when finding solutions.
• Take a proactive approach to sales.
• Apply four guidelines for speaking with clients.
• Simulation Overview:
• In this simulation you will meet with Marcus Robinson the owner of Windy City Computer Solutions and Elizabeth Thomas the Business Manager for the same company to discuss the security needs of their growing business. You have spoken briefly with Elizabeth to set a time for this meeting and you are aware that the business is expanding significantly and moving to a new location. As a salesperson in Icon's Security Products Division you must identify their needs and find an agreeable solution for their situation.

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

• Sales Skills: Developing a Winning Strategy
• Sales Skills: Effectively Closing a Sale
• Sales Skills: Gaining Customer Commitment
• Sales Skills: Overcoming Obstacles
• Sales Skills: The Fundamentals