Basic Sales Skills.
Designed for entry level sales. This two-day course focuses
on learning basic sales techniques. Upon completion of this
course, the participants will be able to perform the fundamental
steps of the sales process. This will include: prospecting,
calling for the appointment, pre-call planning, developing
rapport, handling objections, and closing techniques. Participants
will be required to demonstrate these techniques with 100%
accuracy on the second day of the course.
Intermediate Sales
Skills. This course is designed for the sales representative
with previous sales experience. This two-day course reviews
course content from basic selling skills and focuses on the
following: presenting an initial benefits statement, questioning
techniques, presenting customer solutions, closing skills,
and customer follow-up. The participants will be tasked with
the final objective of performing all the steps of a sale
through a role play scenario and in performing each step with
100% accuracy.
Strategic Selling
Skills. This class is intended for representatives who've
completed Basic and Intermediate selling skills and have been
in their current sales position for one year or more. The
objective of this course is to approach a prospect strategically
and demonstrate "application selling" based on a prospect's
business needs. This one-day course breaks down a prospect's
account by creating different applications to meet his/her
business needs. Participants are required to bring to class
information on a key prospect.
Basic Customer Service.
This course focuses on the essential elements of customer
care. It is designed for any employee who interfaces with
clients. The concept of quality and service and the role it
plays in the marketplace is introduced. Additional topics
include: customer needs, taking initiative, basic principles
for managing business relationships, managing your call, and
calming and pleasing angry customers. Course length is two
days.
Enhanced Customer
Service. This course is designed for employees with basic
customer service knowledge and develops existing skills. The
one-day course focuses on customer retention using the tools
of marketing, value chains, recovery, and effective communication.
Presentation Skills.
The tools presented and applied during this course are useful
to employees who are interacting with customers and/or interacting
with management. The course is highly interactive and teaches
delivery skills, involvement techniques, the use of visuals,
and preparation of content. Students are required to demonstrate
various styles of public speaking and final presentations
are video taped. The course is two days in length.
Communication Skills.
This course explores the various types of communication required
for in business selling. It includes the topics of listening
and questioning skills, verbal and non-verbal communication
as well as giving and receiving feedback. The skills acquired
during this course teach the students how to communicate effectively
with clients and colleagues. This course is one day.
