BONUS! Cyber Phoenix Subscription Included: All Phoenix TS students receive complimentary ninety (90) day access to the Cyber Phoenix learning platform, which hosts hundreds of expert asynchronous training courses in Cybersecurity, IT, Soft Skills, and Management and more!
Course Overview
This one-day instructor-led course is ideal for sales managers and general salespeople who want to enhance their knowledge of basic sales concepts. This course reviews the fundamentals of sales management and explores the core relationship between sales management and other functions of management. Throughout the course, participants will learn emerging trends in sales within an organization. By the end of the course, students will have a better understanding of sales management and be equipped with the knowledge and tools to improve their sales strategies. At the completion of this course, participants will be able to:
- Understand the basics of sales such as the key concepts and terminology of sales, including prospecting, qualifying leads, and closing deals.
- Develop effective communication skill and be able to communicate persuasively, build rapport, and handle objections in a professional manner.
- Conduct effective research to recognize potential clients, understand their needs and challenges, and identify opportunities for sales.
- Developing sales strategies and be able to create and implement effective sales strategies, including identifying target markets, creating value propositions, and differentiating from competitors.
- Enhance product knowledge and be able to effectively communicate the features, benefits, and value of their products or services to potential customers.
- Negotiate and close deals as well as manage follow-up correspondence and customer service.
- Build and manage long-term customer relationships, including techniques for customer retention and referrals.
Schedule
Currently, there are no public classes scheduled. Please contact a Phoenix TS Training Consultant to discuss hosting a private class at 301-258-8200.
Course Outline
Module One: Getting Started
- Workshop Objectives
Module Two: Understanding the Talk
- Types of Sales
- Common Sales Approaches
- Glossary of Common Terms
Module Three: Getting Prepared to Make the Call
- Identifying Your Contact Person
- Performing a Needs Analysis
- Creating Potential Solutions
Module Four: Creative Openings
- A Basic Opening for Warm Calls
- Warming up Cold Calls
- Using the Referral Opening
Module Five: Making Your Pitch
- Features and Benefits
- Outlining Your Unique Selling Position
- The Burning Question That Every Customer Wants Answered
Module Six: Handling Objections
- Common Types of Objections
- Basic Strategies
- Advanced Strategies
Module Seven: Sealing the Deal
- Understanding When It’s Time to Close
- Powerful Closing Techniques
- Things to Remember
Module Eight: Following Up
- Thank You Notes
- Resolving Customer Service Issues
- Staying in Touch
Module Nine: Setting Goals
- The Importance of Sales Goals
- Setting SMART Goals
Module Ten: Managing Your Data
- Choosing a System That Works for You
- Using Computerized Systems
- Using Manual Systems
Module Eleven: Using a Prospect Board
- The Layout of a Prospect Board
- How to Use Your Prospect Board
- A Day in the Life of Your Board
Module Twelve: Wrapping Up
BONUS! Cyber Phoenix Subscription Included: All Phoenix TS students receive complimentary ninety (90) day access to the Cyber Phoenix learning platform, which hosts hundreds of expert asynchronous training courses in Cybersecurity, IT, Soft Skills, and Management and more!
Phoenix TS is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints re-garding registered sponsors may be submitted to the National Registry of CPE Sponsors through its web site: www.nasbaregistry.org
