Duration:
One day
Description:
This ILT Series course builds on the fundamentals of Sales Skills: Basic. In the Advanced course, students learn how to build relationships with clients,
help clients envision their needs, negotiate to meet the identified needs, study the market, and analyze competitors. Course activities also cover
researching clients, and implementing a consulting strategy to develop solutions for clients. Students will also close a sale and follow up after the sale.
This instructor's edition is designed for quick scanning in the classroom, and filled with interactive exercises.
Table Of Contents:
Unit 1: Gaining customer commitment
Topic A: Building relationships
Topic B: Demonstrating the need
Topic C: Satisfying the need
Unit 2: Studying the market
Topic A: Sales strategies
Topic B: Analyzing markets and competitors
Topic C: Researching clients
Unit 3: Developing a winning strategy
Topic A: Consulting with clients
Topic B: Developing solutions
Unit 4: Effectively closing a sale
Topic A: Demonstrating the benefits
Topic B: Confirming commitment
Topic C: Closing the sale and following up