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Provided by: 123-CBT Computer Based Training Sales Skills Effectively Closing a Sale |
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Training
Provided by 123-CBT Computer Based Training
In Sales Skills: Effectively Closing a Sale, you will learn how to focus on clients' key issues when speaking to them, why product demonstrations are beneficial, and why it is important to speak with satisfied clients. You will also learn how to recognize buying signals, how to respond to resistance, and what to do if a sales meeting becomes uncomfortable. In addition, you will learn when to close during a sales call, some common closing techniques, and how to follow up with clients.
Learn To
Individuals who want to learn appropriate approaches to closing sales.
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
- Identify a client's key issues and complete a key-issues matrix.
- Focus a product demonstration on a client's key issues.
- Determine why a client is not ready to buy.
- Ask closing questions.
- Follow-up with clients.
- Use three common closing techniques.
Individuals who want to learn appropriate approaches to closing sales.
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)
- List the six basic steps of the sales process.
- Identify what skill can help you close sales.
- List two steps you must complete before closing a sale.
- Simulation Overview:
- In this simulation, you will meet with Jack Sullivan, Icon's Vice President of Sales, to discuss effectively closing a sale. Through your questions, you will review the basic steps of the sales process and learn the skills needed to close a sale successfully.
- Identify a client's key issues.
- Complete a key-issues matrix.
- Focus a product demonstration on a client's key issues.
- Simulation Overview:
- In this simulation, you will meet with Jessica Stone, Office Manager for Access Communications, and Paul White, Purchasing Manager for the same company. Jessica and Paul are considering the purchase of a large quantity of modular office furniture. In an initial phone conversation with you, they mentioned that they are interested in buying from Icon. It is your responsibility to demonstrate the benefits of Icon's office furniture by identifying and addressing their key issues.
- Identify signals that a client is or is not ready to buy.
- Determine why a client is not ready to buy.
- Respond appropriately to opposition and resistance.
- Simulation Overview:
- In this simulation, you will meet with Monica Washington, Office Manager for Atlas Technical Products. You have traveled to Monica's office in New York for this meeting because Monica is hesitant to commit to purchasing a large telephone system to accommodate Atlas' current two hundred employees and any future expansion. Three days before the meeting, you sent her a packet of information in order to help her finalize her decis
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 Effectively Closing a Sale
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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
-...
