Sales Skills: Developing a Winning Strategy

Audience

Individuals who want to learn how to use various sales strategies to improve their sales approaches.

Objective

• Complete a SWOT matrix.
• Choose appropriate clients for an advisory panel.
• Narrow the field of prospective clients.
• Complete the three steps of the consulting strategy.
• Calculate a client's return on investment.
• Complete the six steps for solving a client's problems.

Topics Include

Unit 1: Background Information

• Correctly list the six basic steps of the sales process.
• Identify three selling strategies.
• Simulation Overview:
• In this simulation you will meet with Jack Sullivan Icon's Regional Vice President of Sales to discuss the basic steps of the sales process and three different sales strategies that can be used to target individual or commercial clients.

Unit 2: Study the Market

• Analyze your competitors.
• Complete a SWOT matrix.
• Choose appropriate clients for an advisory panel.
• Research commercial clients.
• Narrow the field of prospective clients.
• Simulation Overview:
• In this simulation you will meet with Patricia Davis a District Sales Manager in the Consumer Products Division. Patricia's sales district is one of Icon's most productive. She will ask you a series of questions about the different methods used to monitor current market conditions and consumer trends and about the factors you should consider when researching potential clients.

Unit 3: Consult with Your Clients

• Correctly list the three steps of the consulting strategy.
• Complete the three steps of the consulting strategy.
• Calculate a client's return on investment.
• Simulation Overview:
• In this simulation you will meet with Crystal Mathews a salesperson and one of your co-workers in Icon's Web Services Department. Crystal has just been assigned to handle Shaunessey Imports a potential client that is looking for a website design service. She is uncertain about how to consult with her client's representatives about the company's needs. As her peer you must use the steps of the consulting strategy to help her develop a sales proposal and consult with the Shaunessey representatives.

Unit 4: Develop Solutions

• Ask two specific questions before helping clients find solutions.
• Correctly list the six steps for solving problems.
• Complete the six steps for solving problems.
• Identify implied need statements.
• 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. They want to implement an Internet website and an online catalog. As a salesperson in the Web Services Department you need to follow the appropriate steps to develop a solution that meets their 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