2 or 3 day course, with 8 hours of training per day plus customized follow-up training.

This course provides participants with a sales process that will develop relationships resulting in new business.

Course Objectives: Understand and execute the sales process; Increase sales, productivity and performance; Increase the awareness of developing and maintaining a positive attitude; Improve organizational skills; Develop successful closing skills; Handle objections with confidence; Manage and develop a sales territory; resulting in improved relationships, overall efficiency, productivity, and profitability.

Who Should Attend: Sales Representatives and Sales Managers

Topics Covered:

• The Excel Customer Relationship Building Sales Process
• How to Implement a Strategic Approach to Selling
• Territory Planning to Maximize Effectiveness
• Best practices for sales call planning and things to avoid doing when making a sales call
• Grow new business through professional prospecting techniques
• Techniques and tools provided to assess and prequalify target accounts
• How to prepare and execute a key account meeting
• Proven methods on how to create value and overcoming buyer resistance so it does not come down to price
• Retain and develop business with existing accounts.
• Techniques to keep you motivated
• Goal setting strategies to help you avoid getting stuck in a rut

After the course, the student will be able to:

• Apply the Excel Customer Relationship Sales Process
• Apply a practical, strategic approach to identify key target accounts
• Improve personal effectiveness through better sales call planning on prospects and with existing accounts
• Prepare professional presentations to improve customer communication
• Enhance existing customer relationships
• Gain new relationships using professional proven professional prospecting techniques
• Overcome objectives and buyer resistance to close additional sales
• Improve customer and co-worker relationships
• Goal setting strategies that are attached to action items to support you in achieving your goals