World Class Selling™: One Day Program Outline
Today's successful salesperson is a consultant, counselor, in fact, partner, having a genuine desire to serve the customer. The World Class SellingTM Seminar teaches the salesperson to be people-oriented, not product-centered. We outline what is required to build a permanent, successful, professional sales career. Through our proven Track Selling SystemTM, we convert your selling efforts into science. Your organization will benefit greatly by having common sales language and a proven blueprint for sales success. The program's balance of people skills and sales science will allow management to begin managing a process, not personalities.
The workshop covers the 6 following areas:
Keys to Professional Selling
The Sales Profession is for Professionals
Five Buying Decisions and their Precise Order
Buyer's F.U.D.s (Fears, Uncertainties, Doubts)
Scientific Selling
The Track Selling System™: Seven Steps to the Sale
How to use the Track Selling System
The Importance of Rapport and Qualification
Professional Selling Questions
The People Business
Motivation - Why People Buy
Seven Ways to Improve Your People Effectiveness
Active Listening
Building the Relationship
Closing the Sale
How to Ask for the Order
A New Way of Handling Objections
Developing an Effective Personal Selling Philosophy
The Importance of Goals
Course Closing
Opportunity
What Will Participants Learn?
1. Building a successful career.
2. Five Buying Decisions and their precise order.
3. Buyer's F.U.D.s (Fears, Uncertainties, Doubts).
4. The Track Selling System™: Seven Steps to The Sale.
5. The importance of Rapport and Qualification.
6. Active Listening.
7. Importance of physical appearance.
8. Attitude and its effect on relationships.
9. Professional selling questions.
10. Motivation - why people buy.
11. Understanding the customer's needs means more sales.
12. The Sales Plan.
13. The Track Dialogue™.
14. A communication procedure.
15. How to ask for the order.
