Duration:
Two days
Description:
This ILT Series course, rated 4.9/5.0 in overall quality by ProCert Labs, introduces students to the sales model developed by iSpeak. Students will learn
the organization, communication, and personal motivation skills that every salesperson needs. They will also identify and examine each stage of the selling
process: prospecting, qualifying, presenting, completing the sale, and servicing.
Table Of Contents:
Unit 1: Introduction to selling
Topic A: Introduction to buying and selling
Topic B: The sales model
Unit 2: Sales skills
Topic A: Organization
Topic B: Communication
Topic C: Personal motivation
Unit 3: The sales process
Topic A: The selling process
Topic B: The buying process
Unit 4: Prospecting
Topic A: Introduction to prospecting
Topic B: Prospecting methods
Topic C: Phone prospecting
Unit 5: Qualifying
Topic A: The qualifying process
Topic B: The questioning process
Unit 6: Presenting
Topic A: Selling process and strategy
Topic B: Buyer types
Topic C: Presenting to buyers
Unit 7: Completing
Topic A: Negotiating
Topic B: Closing the sale
Unit 8: Servicing
Topic A: Customer service
Topic B: Service as a process
Unit 9: Using what you've learned
Topic A: The implementation phase
Topic B: Resources and tools