Core Skills
Note: Each module is approximately 3 hours
Summary
In this program, you will learn to enhance your core skills, building a solid foundation on which to launch successful selling partnerships that bridge your company’s offerings and your client’s needs.
Program Objectives:
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Set complete, measurable goals
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Better understand your motivation for selling
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Develop strategic career plans
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Leverage time in accordance with goals
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Learn to be an active listener and improve communication skills
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Become familiar with using various negotiating techniques
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Negotiate your way to win-win situations through planning and flexibility
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Build leadership and teamwork skills to better serve customers and enhance your own sales
Module Titles:
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Goal Setting and Planning
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Negotiation
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Teamwork
Module 1: Goal Setting and Planning
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Identify the difference between dreams and well-stated goals
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Strategically plan and tactically execute goal processes
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Develop a sales strategy based on where you are and where you want to be
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Create specific goals, stating them in measurable, action-oriented terms
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Develop a sales funnel to track goals, identify areas for improvement, determine daily activities, and produce results
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State specific goals for individual customers
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Identify your personal motivation for your own goal achievement
Module 2: Leveraging Time
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Identify time wasters and deal with them
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Allocate time for your strategic goals
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Focus time toward goal achievement
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Plan activities based on peak productivity periods
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Prioritize your customers using the Account Gradation System
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Apply Account Gradation to increase productivity, using business planning and account clustering
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Ask the right questions to define time priorities
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Work smarter rather than harder
Module 3: Communication
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Identify the goals of communication
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Identify the difference between active and passive listening
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Utilize active listening to more effectively understand buyer needs
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Use a variety of questioning techniques to uncover, clarify, and understand buyer needs, wants, and goals.
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Control the direction of communication with questions
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Understand others and have them understand you
Module 4: Negotiation
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Describe how negotiation impacts sales results
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Describe and demonstrate the link between negotiation and communication, goal setting, time management, teamwork, and the sales process
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Enhance negotiation results by using core skills
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Prepare the three-tiered goal analysis for negotiable issues
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Develop negotiating strategies based on opportunity and buying behavior
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Identify and apply bargaining techniques
Module 5: Teamwork
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Identify how teamwork relates to other sales skills
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Integrate the core skills into effective sales team operations
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Identify the key characteristics of successful sales teams
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Identify which individuals and functions are potentially part of your sales teams for different selling situations
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Identify sources of resistance and strategize ways to strengthen key relationships to improve teamwork
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Describe the characteristics of an effective team leader
Why wait and increase your risk or delay needed productivity improvements?