Sales Skills: Overcoming Obstacles

Audience

Individuals who want to learn how to deliver a sales presentation in an effective manner and overcome clients' objections.

Objective

• Complete a key issues matrix when speaking to clients.
• Ask specific questions to help them understand clients' decision making practices.
• Complete nine steps when creating a sales presentation.
• Create presentations that are persuasive stimulating focused and flexible.
• Determine a client's true objections.
• Use interpersonal and leadership skills to respond to objections.

Topics Include

Unit 1: Background Information

• Describe and implement the six steps of the sales process.
• Avoid basing your sales strategy on common sales myths.
• Identify a client's key issues.
• Differentiate between a benefit and a feature.
• Take a proactive approach to sales.
• Simulation Overview:
• In this simulation you will meet with Jack Sullivan one of Icon's Regional Vice Presidents of Sales. Through your questions and his answers you will learn the basic steps of the selling process common myths about selling and some key issues that relate to a customer's needs.

Unit 2: Anticipating Objections

• Understand the importance of anticipating objections.
• Complete a key-issues matrix when speaking to clients.
• Ask specific questions to help you understand clients' decision-making practices.
• Recognize the difference between stalling and raising objections.
• Identify common objections to making purchases.
• Differentiate between price and cost.
• Simulation Overview:
• In this simulation you will meet with Jessica Stone the Purchasing Manager for Access Communications. She is in the process of purchasing several new pieces of office equipment. As a Sales Representative for Icon it is your responsibility to address her objections to your products. In order to fulfill Jessica's needs and make the sale you must understand her decision-making practices. When overcoming her objections remember that you have the authority to reduce the length of a standard contract from three years to two years.

Unit 3: Creating and Delivering a Sales Presentation

• Complete nine steps when creating a sales presentation.
• Create presentations that are persuasive stimulating focused and flexible.
• Differentiate between implicit and explicit presentations.
• Influence clients' perceptions during sales presentations.
• Prevent environmental factors from affecting your presentations.
• Simulation Overview:
• In this simulation you will meet with Monica Washington the Office Manager for Atlas Technical Products and Paul White Atlas' Purchasing Manager. Atlas is new to the area and needs new office equipment including network accessories. However network accessories are a product that Icon has only recently begun to carry. As a sales representative for Icon's Office Products Division you must present yourself as a knowledgeable and credible salesperson and put the clients at ease. In addition you should request feedback from the clients in order to meet their needs.

Unit 4: Responding to Objections

• Identify reasons why people do not buy.
• Overcome difficulties when responding to objections.
• Determine a client's true objections.
• Use interpersonal and leadership skills to respond to objections.
• Look for behavioral clues when responding to objections.
• Simulation Overview:
• In this simulation you will meet with David Williamson the Purchasing Manager for Integrated Distributors. Integrated Distributors is expanding to a larger office and needs many new office products. You have already made initial contact but this is the first time you are meeting face-to-face with Mr. Williamson. During the meeting you must recognize the objections the client may have and you must respond to the objections by practicing interpersonal and leadership skills. You are authorized to offer a 15% discount on his purchases a ninety-day return policy and next-day shipping.

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

Web Based Training