Course Description
Traditional selling and marketing, with its focus on getting new business, is giving way more and more to a modern style of selling. Modern companies are recognizing the long-term benefits of gaining repeat business through building and maintaining relationships with their customers. Because of this, salespeople are becoming the goodwill ambassadors for their company or brand, the face that represents the values, quality, and reliability of the company. The good news is that you don’t need to have a background in sales to be successful in this new environment. The most effective salespeople will be those who are able to engage in genuine, honest interactions with their customers, learning how to listen and find solutions to satisfy and meet the customers’ needs.
In this course on The Selling Process, you will learn about the “sales Ferris wheel” of prospect sources, and key elements of each resource on the wheel. You will understand the difference between pre-approach and approach and the best practices for success in both stages. You will also gain best practices for giving effective sales presentations and how to customize them for your prospects. Finally, you will discover the different methods for closing the sale and why follow-up may be the most important aspect of your sales process.
What You'll Learn
- Use the sales Ferris wheel and its prospect-source resources to locate prospects
- Distinguish between the pre-approach and approach stages and identify the key elements of each
- Compare the different presentation models and determine which one best fits your prospect
- Apply common closing techniques and choose the one best suited to your situation
- Follow up with customers to ensure their satisfaction and continued business
- Customize sales presentations to fit individual prospects
Key Takeaways
- Traditional selling focused on new business is giving way to a modern style built on repeat business and long-term customer relationships.
- Salespeople act as goodwill ambassadors who represent their company's values, quality, and reliability.
- A sales background is not required to succeed; the most effective salespeople engage in genuine, honest interactions and listen to find solutions that meet customers' needs.
- The sales Ferris wheel organizes prospect sources, and each resource on the wheel has key elements to understand.
- Follow-up may be the most important aspect of the sales process for ensuring customer satisfaction and continued business.
Frequently Asked Questions
Who is this course for?
It is suitable for anyone interested in modern selling, including those without a sales background, since the course explains that you don't need a sales background to be successful in this environment.
What topics does the course cover?
The course covers prospecting and the sales Ferris wheel, the pre-approach and approach stages, sales presentations, closing the sale, and follow-up.
What skills will I gain from this course?
You will build skills in presentations, closing sales, prospect management, and sales strategy.
Does this course explain how to close sales?
Yes. You will discover the different methods for closing the sale, learn common closing techniques, and determine which is best for your situation.
Why does the course emphasize follow-up?
The course presents follow-up as possibly the most important aspect of the sales process and shows its value in ensuring customer satisfaction and continued business.
