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Provided by: Serebra Learning Corporation Sales Skills: Gaining Customer CommitmentSales |
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Training
Provided by Serebra Learning Corporation
In Sales Skills: Gaining Customer Commitment you will learn how to establish credibility and develop relationships with your clients as well as what questions you should ask clients when determining their needs. You will also learn the three stages of need how to determine which stage of need a client is in and how to help clients envision themselves benefiting from your product or service. In addition you will learn what to do if your product or service does not satisfy a client's key issues how to manage a client's anxiety during the sales process and how to prepare for negotiations.
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Sales Skills: Gaining Customer Commitment
Serebra Learning Corporation 119 - 7565 132nd Street Surrey BC V3W 1K5 Canada
Audience
Individuals who want to learn how to build relationships with customers and gain their commitment during a sales interaction.
Objective
- Obtain a client's written consent to complete the sales process.
- Complete three actions to help you when building relationships with clients.
- Ask situation appropriate questions during the sales process.
- Respond to a client based on his or her stage of need.
- Explain how your product or service meets the key issues.
- Manage a client's anxiety by speaking plainly asking for feedback and sharing success stories.
- Complete the five stages of negotiation.
Topics Include
Unit 1: Background Information
- Correctly list the six basic steps of the sales process.
- Obtain a client's written consent to complete the sales process.
- Correctly list three actions you must complete before a client will commit to buying.
- Simulation Overview:
- In this simulation you will meet with Jack Sullivan Icon's Regional Vice President of Sales. Through your questions and his answers you will learn about the process of selling why it is important to acquire written consent from a client and the benefits of maintaining relationships with your clients.
Unit 2: Building Relationships
- Complete three actions to help you when building relationships with clients.
- Demonstrate honesty authority reliability and competence.
- Ask situation-appropriate questions during the sales process.
- Follow three guidelines for gathering information.
- Simulation Overview:
- In this simulation you will meet with Marcus Robinson the owner of Windy City Computer Solutions. Mr. Robinson is going to open two new Windy City Computer stores in three months. As one of Icon's Account Executives for the Business Solutions product line your goal is to build a meaningful relationship with Mr. Robinson.
Unit 3: Demonstrating the Need
- List the three stages of need.
- Respond to a client based on his or her stage of need.
- Differentiate between personal and economical objections to buying.
- Help clients visualize themselves benefiting from your product or service.
- Simulation Overview:
- In this simulation you are part of the sales team for Icon's Network Division and will meet with Robin Carlson office manager for the law firm of Myers McMurry & Stein. The law firm is growing rapidly and needs to expand and upgrade its internal network. Robin has requested to meet with you to discuss Icon's proposal for the project.
Unit 4: Satisfying the Need
- Restate a client's key issues.
- Explain how your product or service meets the key issues.
- Manage a client's anxiety by speaking plainly asking for feedback and sharing success stories.
- Gather specific information before negotiating.
- Complete the five stages of negotiation.
- Simulation Overview:
- In this simulation you will meet with Cindy Becker the Director of Information Services for Atlas Technical Products to discuss the impact of ATP's rapid expansion on the company's internal and external computer security. You met two weeks ago and she has reviewed your proposal. Your goal is to determine what level of software upgrade will meet her company's needs.
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...
