Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales and the sales process. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers.
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Participants in Course One will be provided “The Road Map” to the sales process and learn how the highest performing salespeople think about sales and sales activity. Important to successfully developing strong relationships is understanding how to build trust and how salespeople move customers through their purchasing decisions.
Course 1 of 3 in the Professional Selling: 3 Steps to High-Performance Specialization.
Skills you will gain
- Build enhanced communications skills required in sales interactions
- Know how to build and gaine genuine trust of customers that leads to lasting business relationships
- Understand the fundamentals of the sales process
- Understand how high performing sales people approach sales
- Understand how customers think and progress through their decision process to make purchasing decisions
Syllabus
WEEK 1
Let's Get Started
The Sales Road Map and the Mental Approach to Success: The Sales Road Map provides an overview of each stage of the sales process. Important to navigating the sales road map is knowing how high performing salespeople think about their approach to moving prospects through their purchasing decisions.
WEEK 2
How We Think About Sales
How sales works. This module provides tips for salespeople just entering sales, the science behind the sales process, and the most effective approaches to learning the process. Participants will also be introduced to how buyers think and how they make purchasing decisions.
WEEK 3
Nurturing Professional Relationships with Trust
Building Trusting Relationships: Relationships are built upon trust and this module will teach participants the components of trust and how to become more trustworthy.
WEEK 4
Communicating with Confidence
Building Strong Communication Skills: Module Four will present the basis of effective communication and how to improve verbal and nonverbal communication skills essential to sales success.
WEEK 5
Understanding the Buyer's Journey
Understanding the Buyer’s Journey: This module will introduce learners to the buyer’s decision process and the factors buyers consider when making purchasing decisions.
