Master the art of selling! Our comprehensive range of sales and consulting training modules are built into a complete library that equips you with all the skills you need to be successful at Selling. Consider how the following definitions relate to a successful career in sales: Principle - a rule or code of conduct; Strategy - a careful plan or method especially for achieving an end; and Skill - a developed or acquired ability. These three terms help describe the difference between sales as a profession, and sales as simply a job. Whether you are inside sales, a field sales rep or seasoned sale executive this program will sharpen your skills in the highly competitive corporate world of today.
l Sales Curriculum:
Field Sales Skills
■ Planning Your Field Sales Approach
■ Applying Your Field Sales Approach
■ Completing Your Field Sales Approach
■ Field Sales Skills Simulation
Inside Sales Skills
■ Preparing for Outbound Sales Calls
■ Initiating Outbound Sales Calls
■ Completing Outbound Sales Calls
■ Preparing for Inbound Sales Calls
■ Completing Inbound Sales Calls
■ Inside Sales Skills Simulation
Strategic Account Sales Skills
■ The Strategic Account Sales Approach
■ Conducting Effective Sales Research Meetings
■ Working with Your Customer's Key Players
■ Delivering High-Impact Sales Presentations
■ Strategic Account Sales Skills Simulation
Sales Team Management
■ Building a Winning Sales Team
■ Using Business Tools to Manage a Sales Team
■ Motivating a Winning Sales Team
■ Communicating in Sales Teams
■ Sales Team Management Simulation
Selling at the Executive Level
■ Progressing through the Complex Sale
■ Negotiating to Mutual Benefit
■ From Executive-level Sale to Strategic Partnership
■ Preparing for the Executive-level Sale Simulation
■ Progressing through the Complex Sale Simulation
■ Closing Executive-level Sales Simulation
SalesUniversity Sales Orientation: Professional Selling in the Knowledge Economy
■ Professional Selling in the Knowledge Economy
■ Professional Selling in the Knowledge Economy Simulation
SalesUniversity Sales Math 101: Developing a Sales Plan for Success
■ Sales Math 101: Developing a Sales Plan for Success
SalesUniversity Sales Manufacturing: A Success Model
■ Sales Manufacturing (TM): Identifying Sales Opportunities
■ Sales Manufacturing (TM): Sales Production
■ Sales Manufacturing: Opportunity Development Simulation
SalesUniversity Communication 101
■ Sales Communications Foundations
■ Sales Communications Essentials
■ Sales Communication Techniques Simulation
Territorial Account Sales Skills
■ The Territorial Account Sales Approach
■ Understanding Your Target Customer's Business
■ Effectively Using Customer-focused Research Meetings
■ Gaining Access to Key Personnel at Your Target Accounts
■ Delivering High-impact Territorial Account Sales (TAS) Presentations
■ Territorial Account Sales Skills Simulation
Sales: A Focus on Solutions
■ Moving from Product Selling to Solution Selling
■ Finding the Pain You Can Cure
■ Influencing Your Customer's Decision
■ Building Relationships for Continuing Success
■ Solution-Selling Simulation: From Lead to Trial Period
The Sales Wheel of Success - Advanced Selling Series
■ Developing Your Full Sales Potential
■ Advanced Sales Communication Techniques: Part One
■ Advanced Sales Communication Techniques: Part Two
■ Maintaining Your Customer Base
■ Expanding Your Customer Base
■ Time is Money: Spend It Well
l Consulting Skills
Consulting with the External Client
■ Essentials of External Consulting
■ The Client-Consultant Relationship
■ Consulting with the External Client Simulation
Consulting with the Internal Client
■ Essentials of Internal Consulting
■ Establishing a Relationship with Internal Clients
■ A Workable Solution for Internal Clients
■ Evaluating Internal Assignments
■ Consulting with the Internal Client Simulation
Internal Consulting for the Technical Professional
■ The Technical Professional as Internal Consultant
■ Creating Effective Contracts
■ Using Data as a Technical Professional Consultant
■ Resistance and Technical Professional Consultants