The first step in the Systematic Selling Process is getting the appointment. In this module you will learn effective strategies for contacting a prospect by making a cold call, corresponding by letter or e-mail, and using the telephone.
The fifth step in the Systematic Selling Process is making a client-focused recommendation. In this module, you will learn how to make a client-focused recommendation by relating the benefits and features of your products and services to your prospects' objectives.
The second step in the Systematic Selling Process is planning the call. In this module you will learn how to plan a sales call to ensure that the conversation with your prospect goes the way you would like it to.
Group 2 modules focus on those skills necessary for managing the call and are more suitable for those who must use the skills of listening, questioning and controlling the interaction to bring the call to a timely and appropriate response.