View 2013 Schedule for this Program

The Changing Business Environment

• Evolution of Personal Selling
• The New Sales Competencies
• Assessing Performance According to Specific Sales Indicators
• The 10 Root Causes of Sales Problems
• Personal Selling Profile

Preparation and Self Organization

• Personal Management
• Time Management for Sales People
• Understand the Psychology of Selling
• Developing a Strategy for Sales Success

The Sales Process

• Effective Prospecting and Pre-Visit Research Using Teleblitz
• Understanding and Matching Customer Wants and Needs
• Delivering Clear and Effective Presentations
• Handling and Overcoming Objections
• Achieving Positive Closing Techniques
• Recognizing Service as a Hard Differentiator

Business Negotiation Skills

• Understanding the Principles Involved in Successful Negotiation
• Sales Negotiation and Vulnerability Analysis
• Building a Value Position and Relationship through Artful Negotiating

Managing the Customer Relationship

• Service Beliefs and Philosophy
• Basic Attributes of a Positive Attitude
• Questioning and Probing Skills
• Understanding Different Buyer Behaviors Styles and your Own
• How to Respond to Different Buyers and Different Personalities