Principles of Professional Selling

No matter how great your product or service is, or how talented a salesperson you are, you will not be able to close the deal if you cannot tell your clients how what you’re selling will benefit them. Through this intensive professional sales training seminar, you will learn how to gain your clients business by earning their trust.

Go through the entire sales process and discover the most modern sales methods today—consultative/solutions selling. You’ll leave this professional sales training workshop better equipped to develop presentations that meet your clients real needs…create a specific sales plan to achieve your sales goals…influence the right buyers and close the sale with ease.

Who Should Attend:

• Sales professionals with a minimum of one year of sales experience
• Veterans who want to refresh their skills
• Managers who want to learn professional sales training techniques to train salespeople

• Develop a master plan to manage the sales process
• Win the confidence and trust of prospects by learning as much as possible about their needs
• Successfully sell on a consultative level, using effective interviewing techniques
• Effectively communicate your product/service superiority
• Build long-term sales relationships by offering solutions
• Uncover customer resistance and overcome objections
• Know when—and how—to close the sale
• Productively manage your time and territory

• Planning: using competitive analysis to gain more business
• Matching your sales approach to the personality style of your customer
• Becoming a problem solver: supplier-based selling vs. selling a solution
• Developing new business while maintaining existing account
• Managing key-account and key-prospect relationships

• Learning Objectives
• Professionalism
• Planning
• Listening
• Personal Styles
• Becoming a Problem Solver
• The Sales Process
• Individual Evaluation
• New Business Development
• Territory and Account Management
• Time Management