Sales Foundations

Description

In this course, you will :

• Describe the general stages of the sales process.
• Describe how to conduct prospect research.
• List and define potential motivations for change, as well as enabling circumstances for change.
• Describe methods for establishing credibility and gaining commitment.
• Describe the components of post-sales activities.
• Explain the significance of process in sales activities.
• Steps in the process of obtaining commitment should be itemised.

Syllabus :

1. Understanding Sales

• It's all in your head
• The mind of the buyer

 

2. The Customer Comes First

• Identifying potential customers
• Understanding your customer's issues
• The buying motivators of customers
• The barriers to change

 

3. The Power of Your Solution

• Product vs. solution
• Breaking down the DNA of your solution
• The proof of your solution
• The ability to implement

 

4. The Power of Your Process

• The value of an effective sales process
• The elements of an effective sales process
• How to develop your own sales process

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