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Provided by: 123-CBT Computer Based Training Sales Skills Overcoming Obstacles |
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Training
Provided by 123-CBT Computer Based Training
In Sales Skills: Overcoming Obstacles, participants will learn how to identify a client's key issues, how to differentiate between benefits and features, and how to anticipate objections. Participants will also learn how to create and deliver an effective sales presentation that is geared toward their client's key issues, as well as how to overcome a customer's objections.
Learn To
Individuals who want to learn how to deliver a sales presentation in an effective manner and overcome clients' objections.
Deployment Options
e-Learning
Accreditation
NASBA credits: 3 CPE Credits
CEU credits: 0.30 CEUs
Language Options
US English
Total Learning Time
2 to 4 hours
Objectives
Unit 1: Background Information (0.5 - 1 hour)
Learn To
- 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.
Individuals who want to learn how to deliver a sales presentation in an effective manner and overcome clients' objections.
Deployment Options
e-Learning
Accreditation
NASBA credits: 3 CPE Credits
CEU credits: 0.30 CEUs
Language Options
US English
Total Learning Time
2 to 4 hours
Objectives
Unit 1: Background Information (0.5 - 1 hour)
- 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.
- 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.
- Complete nine steps when creating a sales presentation.
- Create present
This is primarily online training 
This is an online eLearning or CBT training program 
This program may be available on CD 
Contact 123-CBT Computer Based Training for more information Training Presented in: English
Sales Skills Overcoming Obstacles
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About The Training Provider: 123-CBT Computer Based Training
123-CBT Computer Based Training - 123-CBT offers discount pricing on top quality eLearning
programs from leading computer based training providers. Many of the training courses are available both online or on CD so that you can study at home at your own pace:
E-Learning available for
- ABAP 6.10
- Access 2003
- Acrobat 6.0
- ASP
- ASP.NET
- C
- Captivate 1.0
- Crystal Reports 8.5
- Crystal Reports v10
- Dreamweaver MX
-...
