This ILT Series course, rated 4.9/5.0 in overall quality by ProCert Labs, introduces students to the sales model developed by iSpeak. Students will learn the organization, communication, and personal motivation skills that every salesperson needs. They will also identify and examine each stage of the selling process: prospecting, qualifying, presenting, completing the sale, and servicing. Comes with CertBlaster software and a companion CBT program. Course Length: Two days
Table of Contents Unit 1: Introduction to selling
Topic A: Introduction to buying and selling
Topic B: The sales model Unit 2: Sales skills
Topic A: Organization
Topic B: Communication
Topic C: Personal motivation Unit 3: The sales process
Topic A: The selling process
Topic B: The buying process Unit 4: Prospecting
Topic A: Introduction to prospecting
Topic B: Prospecting methods
Topic C: Phone prospecting Unit 5: Qualifying
Topic A: The qualifying process
Topic B: The questioning process Unit 6: Presenting
Topic A: Selling process and strategy
Topic B: Buyer types
Topic C: Presenting to buyers Unit 7: Completing
Topic A: Negotiating
Topic B: Closing the sale Unit 8: Servicing
Topic A: Customer service
Topic B: Service as a process Unit 9: Using what you’ve learned
Topic A: The implementation phase
Topic B: Resources and tools Objectives Discuss the history of selling, the barriers to making a sale, and various selling methods. Identify the core sales skills of organization, communication, and motivation. Define the sales model and understand the details of the buying and selling processes. Discuss prospecting methods, define their target markets and customers, and develop a cold-calling script. Qualify prospects by using effective listening and questioning techniques. Discuss positioning, identify buyer types, write an elevator pitch to prepare for presenting a sales pitch, and handle objections. Negotiate to work toward an agreement and close the sale. Identify the customer service process and techniques, such as Responsive CARE, that can be used to build customer loyalty. Work toward improving sales skills by using the 21-day habit, writing down satori moments, and committing to being a better sales representative.
Features Designed specifically for instructor-led training Marginal annotations prompt you with relevant information as you teach Includes PowerPoint presentations Consistent layout, structure, and voice across all topics to minimize prep time for instructors teaching multiple courses Includes CertBlaster software Comes with a companion CBT program Can be purchased off-the-shelf or licensed through our ILT CustomCourse software
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