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Selling Essentials.

SELLING ESSENTIALS

Build a strong foundation for long-term success in sales.

Solidify your foundations with the Selling Essentials program. Learn essential sales skills like prospecting, presenting, and closing deals. Practice proven techniques for lead qualification, effective presentations, and complete sales process navigation.

Master these fundamentals for long-term sales success with expert instructors and a practical curriculum.

LEARNING OBJECTIVES

Master the fundamentals of selling.

Perspective & Trust

  • How do you develop the right mindset for success in Sales? How do you develop trust with your customers?
  • Learn about understanding & managing Perspective (Attitudes, Belief systems, Emotional Intelligence)
  • Practice & apply Trust equation principles.

Playing Catch™ & Asking Great Questions

  • How do you engage with customers & discover their true needs/requirements?
  • Learn how to ask great questions during sales conversations. Understand the difference between the art of Pitching & Catching.

Performance Pyramid™

  • Learn about the fundamental principles of Optimé Selling process that includes concrete systems, tools, and approaches for client engagement.
  • How do you assess your customer's business landscape to prepare a go-forward strategy?
  • Understand the strategic planning framework and checklist for engagement prep.

Planning Productive Customer Meetings

  • How do you plan productive customer meetings & set the right meeting objectives?
  • Create SMART objectives to drive the agenda and add focus and value to all calls. Use a Call Planner template for more productive customer meetings.

Objection Handling

  • How do you handle customer objections & close sales?
  • Learn and practice the LAPS™ objection handling process. Learn different styles of closing on sales commitment - Direct, Assumed, Alternate, Urgent.

This is the best real-life training I have seen from P&G in my 27-year sales career. It is fast-paced, fun, and most importantly it is about winning using all the resources available to a Customer Business Development Team.

PROCTER & GAMBLE

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Lay the cornerstone for your sales team.

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