Navigating the Sale

Course Outline:

Seat Time: 2.5hrs 

This course will acquaint the learner with the importance of sales at the organization. The learner will become familiar with sales basics and models. After completing this program, the learner will be able to:

• Identify the need, build the relationship, and advance the sale.
• Customize solutions, propose values, and overcome objections.
• Close the sale and provide quality service. 

Course Topics:

T1. Sales: This topic will introduce the learner to how sales work at the organization by focusing on the employee's role in sales and the importance of cross-selling.

T2. Sales Basics: This topic will stress the importance of sales by educating the learner on how to be an effective employee by keeping up-to-date product information, maintaining a professional selling environment, and being consultative.

T3. The Model: This topic will familiarize the learner with the sales model, which consists of identifying a need, building a relationship, and advancing the sale, among others.

T4. Identify the Need: This topic will familiarize the learner with identifying customer needs by seeing an opportunity for a sale and providing tips and techniques to cross-sell.

T5. Build the Relationship: This topic will stress the importance of relationships by familiarizing the learner with the qualities of professionalism, sincerity, competence, and others.

T6. Advance the Sale: This topic will provide the learner with strategies for advancing a sale, such as the funnel technique and educating the customer.

T7. Customize Solutions: This topic will stress the importance of customizing solutions for customers by providing the learner with a process to follow, which includes restating the need, relating solutions to needs, and presenting solutions.

T8. Overcome Objections: This topic will familiarize the learner with handling objections through the use of the sales equation and by knowing the five categories of objections.

T9. Close the Sale: This topic will provide the learner with strategies for closing the sale, included in which are not overselling, knowing when to be silent, and ensuring a smooth close.

T10. Maintain Quality Service: This topic will familiarize the learner with the ways in which s/he can continue quality service by following up with a phone call, confirming satisfaction, and periodically reviewing the relationship.