Sales Skills



Operating without an action plan is like driving aimlessly without any direction in mind. It is a guarantee you will arrive somewhere, but the exact destination is difficult to predict. Any professional with a specific goal or target in mind knows this all too well, particularly sales professionals, faced with meeting a regular quota. Prospecting and Managing Your Activity, a one-day course, covers an in-depth look at the sales process as it relates to the sales funnel, covering key concepts necessary for understanding sales achievement consistently.

Beginning with an overview of the marketplace, contacts, prospects and clients are discussed in relation to sales activity and successful management of that activity. Preparation prior to client contact, methods of prospecting and how to improve closing ratios are addressed. Sales people will learn how to convert their contacts into purchasing clients by applying a Sales Action Strategy that they will design for themselves during the program.
Objective:

To provide the sales person with instruction on how to design an action plan, which if applied diligently, will help them to meet their goals. This program will help sales professionals to convert more customer contacts into revenue generating customers by moving prospects through the sales funnel to meet or exceed quota objectives.

Who Should Attend:

This course is recommended for all sales professionals. Whether you generate a lot of sales activity up front, but have trouble closing the business, or experience difficulty establishing sales activity initially, attendance is suggested.

Learning Objectives:

- An understanding of the activities related to selling and how to improve these activities to positively impact a sales person’s closing ratio.

- How to improve upon the most important closing ratio.

- To identify various methods of prospecting which work for a sales person and how to manage the activity generated as a result of prospecting.

- How to prepare an effective sales strategy for initiating client contact and how to manage sales activity to more accurately forecast new business.


 
 
"Do the thing we fear, and the death of fear is certain."
- RALPH WALDOEMERSON
 
"Only those who dare to fail greatly can ever achieve greatly,"
-ROBERT F. KENNEDY
 
"Those who lack the courage will always find a philosophy to justify it."
- ALBERT CAMUS 1913 - 1960
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