COURSE CONTENT
INTRODUCTION
- Know your internal & external factor
- The business definition of your company Correcting the misconception of ‘sales’ and ‘marketing’
- The five types of sales personnel
- How do you start selling
- Your credo in selling in tough times
- Strategic approach in selling
MODULE 1 – THE PLANNING PROCESS
Part 1 : Analyzing Your Products Using The FAB Factor
Part 2 : Selling Benefits
Part 3 : Sell Unique Factors of Your Organization
Part 4 : Sell Value-Added Service
MODULE 2 – PRESENTING YOUR PRODUCTS
- The mental preparation
- Present creatively
- Present your belief in your company, your product and you.
- The 5 step formula to an effective sales presentation.
MODULE 3 - READING BUYING SIGNALS AND CLOSING
SALES
MODULE 4 – SALES PLANNING AND REPORTING FORMS
The need for the use of the following tools :
- Prospect Information Sheet
- Call Objective Sheet
- The Weekly Sales Planner
- The Daily Sales Report
- The Monthly Performance Review
MODULE 5 – HANDLING TOUGH CUSTOMERS