Program Overview:

This program is designed for salespeople to acquire the requisite skills needed for prospecting, getting appointments, overcoming objections, closing the deals, and managing their selling time effectively. They will also acquire the confidence and enthusiasm that separates salespersons from run-off-the-mill.

For whom:

Sales Executives, Marketing Executives, and those that want to develop professional selling skills in the service and manufacturing industries.

Learning objectives:

At the end of the program, participants will be able to:

■   connect with decision-makers in the buying organizations.

■   display confidence in themselves and their companies

■   leverage referrals to their own advantage

■   build credibility

■   sell FAB to win commitment with customers

■   Follow-up in a way that creates additional sales opportunities.

Course outline:  

Day 1:    Selling building credibility and rapport with customers

■   Selling: A problem-solving approach

■   Selling F.A.B. solutions to meet customers’ needs

■   Handling customers’ objections with confidence

■   Introduction / Setting up Email Marketing Campaigns

• • ISPs, Hosting Facility, IP/DNS, Shared vs. Dedicated Ips.

■   White-listing, Response Handlers, Bounces

■   Valuing your selling time: Using “The Sales Funnel Techniques”

Day 2: Developing the characteristics of Sales Professionals

■   Developing Professional Selling Skills

■   Demonstrating Commitment to Customers to gain their Commitment

■   Mastering the Selling Process.

• • Essential Selling Skills
  • gaining attention
  • explaining benefits
  • Closing the Sale

Training Methodology

Lectures, discussions, exercises, case studies, audio-visual aids will be used to reinforce these teaching/learning methods.