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Course Outline:
This course will introduce the learner to effective sales skills. The course will familiarize the learner with maintaining sales professionalism and increasing sales. Upon successful completion of the course, the learner will have a strong understanding of the following:
- Cultivating new client relationships.
- The Cycle of sales.
- Goal-setting strategies and the “SPIRIT” model.
Course Topics:
T1. Sales Skills: This topic will familiarize the learner with the skills required to becoming a great salesperson, and customer-focused selling techniques.
T2. The Cycle of Sales: This topic will familiarize the learner on the basic steps of the sales cycle, effective sales and networking strategies, the relationship-building process, relationship management, and optimization.
T3. Maintaining Sales Professionalism: This topic will familiarize the learner on how positive thinking, the laws of attraction, and expectancy theory are interrelated and how they directly affect the work of sales professionals, tips on how to maintain a professional appearance, and the importance of effective customer service.
T4. Goal-Setting Strategies and the SPIRIT Model: This topic will familiarize the learner on why personal goals need to embrace the components of the ôSPIRITö model û specific, prizes, individual, review, inspiring, and time-bound û to be effective.
T5. Efficiency: This topic will provide an overview on how to maximize efficiency, and detail strategies that can be used to increase efficiency in order to improve results.
T6. Increasing Sales: This topic will provide an overview of up-selling, cross-selling, and the three phases of value-added selling.
T7. Cultivating New Client Relationships: This topic will provide the learner with information regarding the acquisition of new clients, and emphasizes the importance of networking and relationship building for sales professionals.
T8. Marketing Basics: This topic will discuss the relationship between effective selling and effective marketing.
T9. Successful Sales Presentations: This topic will discuss how successful sales presentations impact the sales process.