t's true. Preparation is key, especially when it comes to selling. Successful salespeople know it. From mastering product knowledge to understanding what the client wants and figuring out how to clinch the sale, they always do their homework.
But knowing what to prepare, and how to prepare, can't be left to trial and error. That's because developing the ability to see through the client's eyes, pinpoint their needs, think outside of the box, and deliver a convincing presentation takes time, training, practice, and then more practice. As a module of the Selling Essentials Training Series, this class prepares your sales force to approach each sales call with the skill, confidence, and know-how to achieve results.
KEY TOPICS COVERED
The difference between features and benefits
The importance of being perceptive and relating to the customer’s situation/needs
A presentation model with guidelines to help salespeople to present in terms of benefits that match a customer’s strongest need
How to apply the four steps of the objection-handling model for identifying and responding to a customer’s concern
Discover how to phrase questions in a way that clarifies how the customer feels and pinpoints their true hesitation
A closing model with guidelines to help salespeople to effectively close after a presentation
WHAT PARTICIPANTS WILL LEARN
Effectively present solutions using the Presentation Model
Describe the features and benefits of a product or service
Identify typical customer objections
Deal with and overcome objections using the Objection-Handling Model
Describe the steps for closing
Demonstrate how to close the sale
Basic desktop, laptop or tablet
Microphone and speakers or headset with microphone
EACH COURSE INCLUDES
Thoroughly researched and unabridged course materials
Course handouts delivered via email
Expert teaching, troubleshooting and in session coaching
Helpful, self-assessments to evaluate your performance session by session
Action time where you’ll get clarity on how to apply what you’ve learned
Spotlight sessions to diagnose trouble spots
An unforgettable experience
Portinars completion certificate
This course is offered in 2 different formats
20 Seats Max
WHAT STUDENTS ARE SAYING...
"Our Portinar instructor was a dynamic, content rich speaker who effectively reaches people wanting to find their place in today’s work world. I have experienced firsthand how Wade can mobilize and empower people to take positive steps to find work that is meaningful and well suited to their own needs. For teams seeking the courage to re-enter a much-changed work world after off-ramping, Wade is able to paint a picture of why their voices and work ethic are needed in today’s work world."
~Harold Caldwell, University of Phoenix