Selling Skills I ~ Corporate Sales Model

Module Description

Effective sales people develop clear and concise business plans to account for actions in the call with and for the customer. This business plan must create an alignment or bridge between the strategies and goals of the customer and your organization. It is the fundamental role of a Sales Person to effectively deliver and communicate these plans and opportunities in an organized and persuasive manner that moves the customer to buy. This course will enable participants with a model and the skill to effectively organize and execute a call plan to successful outcomes.

Prerequisite

Optimizing Communications

Content

Five stages of a universal customer call planning system
Six-step Selling process TM to organize call presentation
Moving the buyer to buy
Getting to 'yes'
Communicating value and creating value as central to the call process

Objectives

Knowledge assessment

Outline the five stages of the call planning system
Identify the six steps in organizing a call presentation
List the strategies to move the customer to 'yes'
Recognize the difference between communicating value and creating value in the Sales Call

Skill assessment

Apply knowledge to a call plan
Demonstrate execution of a call plan
Exhibit ability to use strategies to move to consensus

Evaluation

Written examination
Exercise assignments
Skill demonstration appraisal

Learning Resources

Text excerpts
On-line articles
Audio information
Video clips
Exercise sheets
On-line and print visuals

Instructional Modules

Guided learning
Independent learning
Presentations
Skill demonstrations
Large group discussion
Small group discussion
Instructor- learner interaction
Reflective exercises
Role plays
Case studies
Workshops
Online material presentation
Online discussion