Course Description:
Prospecting, Selling and Closing is an on-line, interactive learning experience that builds confidence in the areas of Prospecting, Telephoning and Closing. It will provide sales reps the confidence and competence "to get off to a fast start" and enhance selling skills critical to success. The course includes strong motivational pieces plus selling strategies, techniques, tools and processes that can be easily applied.
LEARNING OBJECTIVES:
- Discover untapped resources that an provide you with abundant prospects and networking opportunities
- Develop a strategy to increase your ability to set appointments, under favorable conditions, over the telephone.
- Understand the essentials of closing to increase your effectiveness in selling.
TOPICS COVERED:
Introduction
LESSON 1: Prospecting
- The Common Denominator of Success
- Paying Attention
- Personal Observation
- Dig Before You Dial
- Endorsement
- Feed the Names
- Centers of Influence
- Multi-discipline Organizations
- Developing Nests
- Maintain Action File
LESSON 2: Telephoning
- Acres of Diamonds
- 4 Key Strategies
- First 30 Seconds
- First 16 Words
- Power Statements
- Closing Questions
- Handling Objections
- Pre-Approach Letter
- Keeping Sharp
LESSON 3: Closing
- Frank Bettger
- 3 Essentials of Closing
- Hidden Persuaders
- The Most Important Factor
- 5 Step Closing Strategy
- Presentation Principles
- Handling Objections
- Objection Strategy
REGULATORY REQUIREMENT:
N/A
SEAT TIME:
This course has been approved for 3 hours.
COURSE PRE-REQUISITE:
N/A
TESTING:
Final Exam - You will be required to pass the final exam with a 70% in order to receive course credit.
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