Capitalize on the Modern Sales Process and Improve Your Bottom Line!
In today's competitive sales environment, customers don't want to deal with pushy salespeople who profess to have all the "right answers"; instead, they want a business partner who asks the right questions and helps them arrive at the best solution. In Expert Selling, the first course in the Master Certificate in Sales and Sales Management program, you'll learn how to transcend the traditional sales role and position yourself as a consultant capable of maximizing customer value and commissions.
This course will familiarize you with the changing dynamics of the buyer/seller relationship, guide you through every step of the sales process and help you understand how consumers arrive at a purchase decision. Beyond this foundational knowledge, you'll develop proven sales techniques, learn practical applications, analyze case studies and conduct role-playing exercises that will enable you to become an expert sales consultant - ultimately increasing your bottom line and career opportunities.
Who Should Register?
Expert Selling is ideal for anyone who wants to hone their sales skills: from entry-level salespeople looking to increase their close rates and income, to sales managers aiming to equip their teams with the latest tools and techniques. It is designed to bring beginners up to speed on key concepts, while helping seasoned professionals fine-tune their approach to sales challenges and opportunities.
What You'll Learn
Introduction to Sales
- Can't-miss methods, tools and techniques to maximize sales
- Roles and responsibilities of a sales professional
- Rewards and challenges of a sales career
The Game Plan
- Importance of setting goals and objectives
- Preparation and execution of goals, objectives, priorities and daily activities
- Essential factors when setting goals: "The Rule of 10"
- Creating balance both professionally and personally: "Wheel of Life"
The Sales Process
- Seven critical steps of the sales process:
- Greeting and introduction
- Needs assessment
- Sales presentation
- Validation
- Negotiation
- Close
- Post-sales activities
Time and Territory Management
- Effective time and territory management strategies
- Target account planning
- Proactive versus reactive activities
Gain Perspective From the Customer's Point of View
- How and why a buyer buys
- Five pivotal steps of the buyer's process:
- Initial interest
- Education
- Transfer of ownership
- Rationalization
- Decide
Prospecting and Preparation Prior to the Initial Call
- Building a prospecting foundation
- Indispensable keys to prospecting success
- Pre-qualification of accounts through a prospect profile
- Prospecting sources and methods
Qualification
- Crucial questions to ask in the qualification process
- Identifying the decision maker, price sensitivity and timelines
- Understanding the prospect's purchasing behavior and motivations
- Determining your prospect's needs and positioning your product/service as a competitive advantage
Handling Objections and Closing Skills
- Trusted tools and tactics for handling objections and closing
- Types of objections
- Four techniques for addressing objections
- Trial closing versus final closing
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The University of San Francisco's School of Business and Management is accredited by AACSB International (the Association to Advance Collegiate Schools of Business), the premier accrediting body for business schools. The Masagung Graduate School of Management's MBA program received its accreditation in 1981, while the McLaren College of Business has held its AACSB accreditation since 1953.
USF is accredited by the Western Association of Schools and Colleges (WASC), and received seven years (maximum time of reaffirmation) during its most recent review. USF is proud to be a founding member of the WASC's antecedent, the Western College Association (WCA), receiving its first accreditation in 1950.
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