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Price: $159.60 $111.72

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Core-Sales Activities Training Set

   

INCLUDES 8 COMPLETE COURSES.

Once you are engaged with a prospect, there are 8 Core-Activities that, if followed, will increase the likelihood of a successful sale. This Training Set includes the following 8 courses:


1) Building Professional Trust and Rapport
2) How to Uncover Key Decision Makers Involved in the Decision-Making Process
3) Setting Agenda’s and Expectations for the Meeting
4) The ins and outs of Impact Based Company Overview Presentations
5) The Steps to Conduct an Effective Needs Analysis
6) Presenting Your Solutions
7) Essential Closing Skills
8) How to Overcome Objections

$159.60 $111.72
:

Included Courses

building-trust-and-rapport-course

Building Trust and Rapport Course

This module will take about 35 minutes to complete. Many sales people think of the old "fish on the wall" approach when it comes to building trust and rapport. But true professional trust and rapport is about establishing a connection with the buyer. This lesson covers the techniques necessary to develop professional trust and rapport, and the correlation between rapport and your ability to learn key buying information such as: Decision makers Decision-making process Buying criteria


decision-makers-and-decision-making-processes-course

Decision Makers and Decision-Making Processes Course

This module will take about 30 minutes to complete. Every prospect has one or more decision makers and a decision-making process they use in order to make a purchase. If you do not identify all the decision makers and understand the decision-making process, you cannot effectively navigate it to a successful conclusion. Most stalls and "no's" result from either a missed step in the sales process, or a decision maker unexpectedly popping up at the end of the sales cycle. This module guides you through the strategies and tactics necessary to uncover and navigate the sale in order to yield the best results. This lesson includes: A description of decision makers, including who they are, what is important to them, how they influence the process and how to sell to them A discussion on the decision-making process, including how to uncover the process and how to successfully navigate through it Tools to help with decision maker identification and decision-making process navigation


setting-agendas-and-expectations-course

Setting Agendas and Expectations Course

This module will take about 25 minutes to complete. Many sales representatives encounter stalls in the sales process because they do not properly establish expectations. This lesson covers how to establish agendas and expectations that enable you to maintain control, avoid stalls, and accomplish all the steps of your sales process. The result: a positive outcome that drives up your close ratio. This lesson includes areas such as: The importance of setting an agenda in establishing expectations Components of the agenda Involving prospects in establishing expectations Best practices of setting agendas and establishing expectations


impact-based-sales-presentations-course

Impact-Based Sales Presentations Course

This module will take about 45 minutes to complete. A solution-based sales presentation ties together all the other parts of the sales process and positions you for the final close. This lesson covers: Proper preparation for solutions presentations Appropriate presentation types based on the opportunity Identification of tools and resources for a successful presentation A tried-and-true presentation model that fits most any sales program Building your own presentation components


conducting-an-effective-analysis-course

Conducting an Effective Analysis Course

This module will take about 45 minutes to complete. In today's sales environment, it’s more important than ever for salespeople to be able to provide value and to avoid the “commodity trap” in order to separate themselves from the competition. This lesson provides the key components to conducting an effective analysis that leads to understanding customer impacts. These impacts can then be addressed through your product or service in order to provide value. Topics covered include: What an analysis is and why it is important? How to prepare to conduct an effective analysis The different types of impacts and why people buy Important questions to ask in order to develop impacts How to position your solutions presentation based on the information you obtained during the analysis


company-overview-presentations-course

Company Overview Presentations Course

This module will take about 25 minutes to complete. This module addresses “selling your company” through a capabilities presentation, one of the most crucial steps of the sales process. Learn how to: Prepare to give a powerful company overview presentation Identify and develop all the key components of company overview presentations Create your own company overview presentation Create different versions of company overview presentations


closing-skills-course

Closing Skills Course

This module will take about 30 minutes to complete. There are myriad training programs that focus on just the "final close" -- and not the "incremental" closes that make for a more seamless progression through the sales process. Some sales people view closing as potentially confrontational and "salesy," but it doesn't have to be that way. Learn closing skills that work and are natural and painless to both you and your prospects, including: Preparing to close Closing for next steps Trial closing The final close


overcoming-objections-course

Overcoming Objections Course

This module will take about 35 minutes to complete. Many sales people fear objections, generally because they do not know how to handle them when they arise. Really, sales people should embrace objections because they indicate that the prospect is engaged and participative in the sales process, and this is a terrific sign! This module provides the tools necessary to handle any objection that comes your way, and in a way that leverages the objections to get MORE buy-in from the prospect and helps close the sale. This lesson includes: Why objections are good The difference between objections and stalls and why they occur Types of objections and how to handle them In addition, we include an exercise that will enable you to fine-tune your newly developed skill using the objections you typically get from your prospects.