ONLINE SALES TRAINING

MODULE 1

PROSPECTING

In this module your team will:

• Set realistic prospecting goals
• Maximize your prospecting efficiency
• Learn how to manage resistance

MODULE 2

PLANNING THE CALL

In this module your team will:

• Understand how buyers make purchase decisions
• Learn 3 methods for expanding influence in accounts
• Apply active listening skills
• Create customer-commitment objectives
• Learn how to open calls that capture their buyers’ interest

MODULE 3

DEVELOPING NEEDS

In this module your team will:

• Identify hidden buyer problems
• Understand how problems become needs
• Use 5 question types to develop buyer needs
• Qualify sales opportunities
• Create buyer motivation to take action

MODULE 4

PRESENTING SOLUTION

In this module your team will:

• Create persuasive benefit statements
• Learn how to gain a competitive advantage
• Develop a compelling sales presentation
• Differentiate their solution from the competition

MODULE 5

MANAGING FEEDBACK

In this module your team will:

• Learn how to prevent buyer objections
• Understand the root causes of buyer objections
• Manage challenging objections
• Learn how to expand sales opportunities

MODULE 6

GAINING COMMITMENT

In this module your team will:

• Overcome reluctance to ask for commitment
• Learn four ways to ask for commitment
• Identify their power in a negotiation
• Learn how to strategically trade to avoid discounting