This is our foundation sales skills course, appropriate for junior-level
sales people as well as highly experienced sales professionals.
The first hour is devoted to essential communication basics, and
quickly ramps up to sophisticated analysis, questioning, and closing
techniques. The class focuses on the following five discrete sales
skill elements:
Contact skills. If you can't reach a real person, you can't
ask qualification questions, or make a sale. This element focuses
primarily on contacting people high on the decision chain.
Questioning skills. How do you ask every question you'll
need to ask in order to fully qualify the prospect, and do it
in 10 minutes or fewer? And how do you do it on the first call?
This is the essential skillset needed to determine your prospect's
business need, and return-on-investment requirements.
Closing skills. No trickery here. We teach you to frame the
solution to make functional and economic sense within the technology
and business mindset of the prospect.
Constructing skills. In enterprise selling, understanding,
then charting both the decision, and the sign-off chains of
command is critical to the business at hand, and future business
as well. We teach you to ask the questions that will enable
you to draw a line from your contact directly up to the CEO,
and be able to identify everyone in that chain.
Objection handling skills. Superior questioning skills are
the critical element to understanding roadblocks the prospect
may unveil during the closing process. Here, we'll discuss the
most common objections, and provide specific answered customized
to your company's solution.
As the final part of the classroom curriculum, we'll conduct
role-playing situations identical to the ones you'll face once
you're out of the class and back on the telephone. Each rep will
be tasked with selling to a "prospect" he or she will
reach by telephone.
After the class, we will coach each individual rep during actual
telephone calls, with real prospects, in the rep's actual sales
territory.
Pre-requisites for attendees: None
Duration of the class: 1.5 days of classroom curriculum;
up to one hour live coaching with each rep.
Size of the class: limited to eight reps; an unlimited
number of management personnel may audit the class.
Pricing: please call us
for details. Final pricing will be provided in a formal proposal.
