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Systematic Selling - The Complete Program

Learn professional selling techniques and develop your own strategies for applying them to your market.
SKU: P1059EN
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Learn professional selling techniques and develop your own strategies for applying them to your market. This program will give you a highly effective process for planning, conducting and reviewing your critical selling activities. With interactive exercises, planning forms and checklists, and personal assignments that allow you to apply what you have learned to your own situation.

 

Learning Objectives:

  • Plan, conduct and review your critical selling activities.

 

Course Outline:

  • Module 1 Getting the Appointment (0601EN) - 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. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 2 Planning the Call (0602EN) - The second step in the Systematic Selling Process is planning the call. In selling, as in all endeavors, planning can make the difference between success and failure. 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. You’ll learn how to research a prospect, organize your information, and set objectives for a call. We’ll introduce the Sales Call Planner, a comprehensive sales tool that guides you as you plan your sales strategy. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 3 Establishing Rapport - The third step in the Systematic Selling Process is establishing rapport with the prospect. The first few minutes of a sales call are critical. In this module, we’ll look at ways to ensure that your sales call gets off to a good start. We’ll look at techniques for establishing rapport, examine different behavior styles, and show you how to apply your understanding of behavior styles to your interactions with prospects. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 4 Identifying Objectives (0604EN) - The fourth step in the Systematic Selling Process is identifying the prospect’s objectives. Selling means helping your prospects to achieve their objectives through your products and services. It follows that identifying your prospect’s objectives is at the heart of the Systematic Selling Process. In this module, we’ll discuss how to position your company as a potential partner. We’ll tell you how to use effective questioning and active listening to recognize a prospect’s objectives and situation factors, and how to identify prospects as decision makers, recommenders or influencers. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 5 Making a Recommendation (0721EN) - The fifth step in the Systematic Selling Process is making a client-focused recommendation. Selling means helping prospects achieve their objectives through the use of your products and services. Therefore, the recommendation you present to your prospects must be one that helps them achieve their objectives. We call this 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. Then, we will give you a four-step approach to making a recommendation. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 6 Handling Obstacles (0722EN) - The sixth step in the Systematic Selling Process is handling obstacles. Top sales people know that obstacles are really opportunities in disguise. In this module, you’ll learn how to relate obstacles to your prospects’ behavior styles. We’ll give you techniques for handling obstacles, and an effective approach to planning your response to obstacles. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 7 Gaining Commitment and Following Up (0723EN) - The seventh step in the Systematic Selling Process is gaining commitment. After making a recommendation and handling any obstacles the prospect may have raised, you’ve earned the right to ask for a commitment. In this module, you’ll find out how to build a staircase of agreements leading to your final recommendation. We’ll show you how to recognize buying signs and danger signals, and give you approaches to obtaining commitment based on the prospect’s behavior style. The eighth step in the Systematic Selling Process is following up. Many sales people ignore this critical step. We’ll tell you why following up is so important, suggest strategies for following up whether the sale is won or lost, and give you tips for dealing with buyer’s blues. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 8 Self Assessment and Review (0724EN) - In previous modules, you learned about the eight-step Systematic Selling Process. In this module, you will review the concepts presented in this program, assess how well you have learned them, and apply the eight-step process to a new case study situation. Then you will have an opportunity to apply the Systematic Selling Process to your own prospects, using the forms and checklists provided in the Personal Application.

 

  • Exam - Systematic Selling (4256EN) - The Complete Program

 

Target Audience:

Sales Professionals

 

Duration:

9 hours

 

Features:

Audio

 

Module Numbers:

0601EN, 0602EN, 0603EN, 0604EN, 0721EN, 0722EN, 0723EN, 0724EN, 4256EN

Products specifications
Course Language English
Length Range Over 60 Minutes
Length (Hours) 8.00
Course Features Audio
Module Number(s) 0601EN 0602EN 0603EN 0604EN 0721EN 0722EN 0723EN 0724EN

Learn professional selling techniques and develop your own strategies for applying them to your market. This program will give you a highly effective process for planning, conducting and reviewing your critical selling activities. With interactive exercises, planning forms and checklists, and personal assignments that allow you to apply what you have learned to your own situation.

 

Learning Objectives:

  • Plan, conduct and review your critical selling activities.

 

Course Outline:

  • Module 1 Getting the Appointment (0601EN) - 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. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 2 Planning the Call (0602EN) - The second step in the Systematic Selling Process is planning the call. In selling, as in all endeavors, planning can make the difference between success and failure. 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. You’ll learn how to research a prospect, organize your information, and set objectives for a call. We’ll introduce the Sales Call Planner, a comprehensive sales tool that guides you as you plan your sales strategy. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 3 Establishing Rapport - The third step in the Systematic Selling Process is establishing rapport with the prospect. The first few minutes of a sales call are critical. In this module, we’ll look at ways to ensure that your sales call gets off to a good start. We’ll look at techniques for establishing rapport, examine different behavior styles, and show you how to apply your understanding of behavior styles to your interactions with prospects. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 4 Identifying Objectives (0604EN) - The fourth step in the Systematic Selling Process is identifying the prospect’s objectives. Selling means helping your prospects to achieve their objectives through your products and services. It follows that identifying your prospect’s objectives is at the heart of the Systematic Selling Process. In this module, we’ll discuss how to position your company as a potential partner. We’ll tell you how to use effective questioning and active listening to recognize a prospect’s objectives and situation factors, and how to identify prospects as decision makers, recommenders or influencers. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 5 Making a Recommendation (0721EN) - The fifth step in the Systematic Selling Process is making a client-focused recommendation. Selling means helping prospects achieve their objectives through the use of your products and services. Therefore, the recommendation you present to your prospects must be one that helps them achieve their objectives. We call this 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. Then, we will give you a four-step approach to making a recommendation. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 6 Handling Obstacles (0722EN) - The sixth step in the Systematic Selling Process is handling obstacles. Top sales people know that obstacles are really opportunities in disguise. In this module, you’ll learn how to relate obstacles to your prospects’ behavior styles. We’ll give you techniques for handling obstacles, and an effective approach to planning your response to obstacles. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 7 Gaining Commitment and Following Up (0723EN) - The seventh step in the Systematic Selling Process is gaining commitment. After making a recommendation and handling any obstacles the prospect may have raised, you’ve earned the right to ask for a commitment. In this module, you’ll find out how to build a staircase of agreements leading to your final recommendation. We’ll show you how to recognize buying signs and danger signals, and give you approaches to obtaining commitment based on the prospect’s behavior style. The eighth step in the Systematic Selling Process is following up. Many sales people ignore this critical step. We’ll tell you why following up is so important, suggest strategies for following up whether the sale is won or lost, and give you tips for dealing with buyer’s blues. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects.

 

  • Module 8 Self Assessment and Review (0724EN) - In previous modules, you learned about the eight-step Systematic Selling Process. In this module, you will review the concepts presented in this program, assess how well you have learned them, and apply the eight-step process to a new case study situation. Then you will have an opportunity to apply the Systematic Selling Process to your own prospects, using the forms and checklists provided in the Personal Application.

 

  • Exam - Systematic Selling (4256EN) - The Complete Program

 

Target Audience:

Sales Professionals

 

Duration:

9 hours

 

Features:

Audio

 

Module Numbers:

0601EN, 0602EN, 0603EN, 0604EN, 0721EN, 0722EN, 0723EN, 0724EN, 4256EN

Products specifications
Course Language English
Length Range Over 60 Minutes
Length (Hours) 8.00
Course Features Audio
Module Number(s) 0601EN 0602EN 0603EN 0604EN 0721EN 0722EN 0723EN 0724EN