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Principles of Professional Selling

Master the art of professional selling and earn the trust of your clients. Gain the skills to develop effective presentations, close deals with ease, and build long-term relationships in this intensive sales training seminar. Ideal for experienced sales professionals, veterans, and managers seeking to enhance their sales techniques.

  • All levels
  • 21 and older
  • $2,695
  • Earn 10% Rewards
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  • 2345 Crystal Dr , Arlington, VA
  • 22 hours & 30 minutes over 3 sessions

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  • $2,695
  • 22 hours & 30 minutes over 3 sessions
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  • Wed, Jul 10 at 9:00am - 4:30pm
  • Thu, Jul 11 at 9:00am - 4:30pm
  • Fri, Jul 12 at 9:00am - 4:30pm
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Class Description

Description

What you'll learn in this sales management training:

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 and managers who want to learn professional sales training techniques to train salespeople.

How you will Benefit

  • 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

What You Will Cover

  • 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

Outline

Learning Objectives

  • Define Your Own Strengths and Areas to Improve, as Well as Create an Action Plan for Future Development
  • Develop Plans and Tools for Operating Your Business More Effectively
  • Demonstrate the Skills That Identify You as a True Sales Professional
  • Approach Your Customers and Prospects in a Consultative Manner
  • Manage Your Time and Capitalize on the Most Productive Opportunities

Professionalism

  • Set Your Learning Goals for This Class
  • Define “Professionalism”
  • Identify the Habits of Productive Salespeople

Planning

  • Define and Perform a Competitive Analysis
  • Complete an Account Profile of One of Your Best Customers
  • Identify the Key Contacts in Each of Your Accounts

Listening

  • Identify the Elements of Good Listening
  • Identify the Barriers to Effective Listening, as Well as Techniques of Attentive and Active Listening
  • Demonstrate Your Proficiency in Active, Attentive Listening

Personal Styles

  • Identify Your Own Personal Style
  • Identify the Personal Styles of Others
  • Identify an Ideal Sales Approach to Match the Personal Style of Your Customer

Becoming a Problem Solver

  • Explain the Difference Between Supplier-Based Selling and Customer Problem Solving
  • Develop a Plan for Using a Consultative Selling Approach for Your Business

The Sales Process

  • Describe the Steps of the Sales Process
  • Demonstrate the Skills Associated with Each Element of the Sales Process
  • Conduct Effective Sales Calls, from the Initial Greeting to the Final Commitment

Individual Evaluation

  • Apply the Skills Associated with Each Element of the Sales Process
  • Reinforce Your Understanding of the Sales Process By Critiquing Various Presentations
  • Improve Your Professional Selling Skills By Reviewing and Evaluating Your Own Presentation

New Business Development

  • Identify and Develop New Business Strategies for Yourself
  • Qualify a Business Opportunity to Determine Where Your Time Is Best Spent
  • Develop a Prospecting Call Strategy and Script Alternatives

Territory and Account Management

  • Differentiate Between Territory Management and Territory Coverage
  • Analyze Your Territory and Account Base and Set Goals
  • Analyze Key-Account Relationships
  • Perform an Account Penetration Analysis

Time Management

  • Develop an Objective Tracking System
  • Effectively Prioritize Your Work and Manage Your Time

Refund Policy

For Classroom, Live Online, Express Skills Courses and Webinar programs, you may transfer to a future session, send someone to take your place, or cancel for a 5% fee up to 23 days prior to your program.

If you provide AMA with less than 23 days’ notice, or fail to attend, you will be liable for the entire program fee.

Programs included in AMA On Demand offerings are not eligible for substitution, transfer, cancellation, return, or refund. We appreciate that this is an important investment for you and your company and would like to accommodate your needs the best we can.

Please email us at [email protected]

In any event where a customer wants to cancel their enrollment and is eligible for a full refund, a 5% processing fee will be deducted from the refund amount.

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American Management Association

The American Management Association, International (AMA) is the global leader in talent development. Founded in 1923, AMA supports the goals of individuals and organizations through a complete range of educational products and services, including instructor-led classroom and virtual seminars, webinars,...

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