Fundamentals of Selling Performance-Based Objectives • Select a sales approach so that it matches the sales situation and the needs of the buyer. • Prepare for each sales encounter and sell using the sales cycle so that increased sales are achieved. • Find and qualify a sales prospect so that the prospect is likely to benefit from and buy the product or service being sold. • Make a sales presentation and close the sale so that the customer is satisfied with the deal. • Follow up after a sales call so that a successful ongoing sales relationship is built with the buyer. Course Content Lesson 1: Selling Basics Identify Buyer Motivations Identify Types of Selling Select a Sales Approach Communicate with Prospective Customers Lesson 2: Preparing to Sell Prepare Yourself to Sell Sell Using the Sales Cycle Lesson 3: Finding and Qualifying Prospects Identify Potential Sources for Finding Sales Leads Develop an Ideal Customer Profile Qualify Sales Prospects Lesson 4: Making the Presentation and Closing the Sale Get to Know Your Prospect Plan Your Presentation Give Your Presentation Close the Sale Lesson 5: Following Up After the Sales Call Determine the Appropriate Follow-up Method Develop a Customer Service Program |
| Everything about business comes down to PEOPLE. Where in business can we escape the impact of human care, human creativity, human commitment, human frustration, and human despair? There is no reason for anything in business to exist if it does not serve the needs of people. -Bruce Cryer, Re-Engineering the Human System |
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