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Basic Sales Training

Fundamental Sales Skills Training Course that Produces Results

• Instructor lead on-line training
• One-on-one coaching
• National / annual associate meeting topics with break out sessions
• Classroom instruction emphasizing technique practice with role-plays and case studies

At the conclusion of this basic sales training course participants will be able to:

• Develop individual marketing strategy
• Apply the funnel approach to a sales campaign
• Understand the benefits to gain and losses to avoid of the products and services
• Determine buying motives of prospects and customers
• Frame unique price - value propositions
• Sell premium products by starting high
• Use prospecting and social networking techniques to make cold calls warm calls
• Structure a customer focused sales call
• Ask fact-finding questions to distinguish between an interest and a need
• Determine the likelihood of the prospect firing the incumbent
• Present a cost justified proposal
• Use refocusing techniques to overcome resistance
• Use effective sales negotiation skills and tactics
• Identify when a prospect is using negotiation gambits and what are the counter moves
• Use trial closes and final closes to get the deal done
  
  In these tough competitive times, it is imperative to have a basic sales system in place so as to work not only harder; but also smarter. And with the Chinese flooding the market with cheap products, the ability to establish a premium for your products and services is imperative in retaining your profitability margin. Basic selling skills is a process by which if you don't have a plan of action nor insights that provide benchmarks along the way, you are destined to wander the sales landscape wasting your valuable time on prospects that are using you to whipsaw the incumbent. This basic sales skills training course directs you to the most qualified prospects, provides the skills to determine if they are willing to make a change, and how to move the deal forward. This basic sales training course can be delivered on-site in workshop format or in a one-on-one sales coaching engagement.
  Basic selling skills training modules are ideal for a skill building session during a national sales conference or for ongoing reinforcement of basic sales skills at the local level.
  We support the involvement of Sales Directors or Sales Managers in the delivery of these basic selling skills by having them participate in the role play scenarios as customers.