Course Outline
Module One:
Sales Basics & Introduction
- Role Clarity – What does a sales person do?
- Focusing on activities will ensure outcomes
- Importance of “Being There”
- Personality Traits of Top Salespeople
Module Two:
Prospecting & Lead Generation
- Consultative Selling Model – “NEED & SALE” (REED – ODPEC)
- Mapping the Buying & Selling cycle - Secondary Research • Lead Scoring & Qualification
Module Three:
Cold Calling (Telephone)
- Getting past the gatekeeper
- Building Rapport - Elevator Pitch
- What's in it for me (WIIFM) training
Module Four:
Probing - Asking the Right Questions
- Importance of seeking information before giving information
- Intent and the art of framing the right questions
- The art of Probing - How to probe effectively using open and closed ended probes
- The “I” & “F” of Probing - Orientation to “SPIN” concept
Module Five:
Value Creation - Customize benefits related to customer need
- What is a Feature, Advantage, Benefit?
- The concept of “Fabing” - Importance of pitching the "concept first"
- Establish the importance of selling the benefits
- Reinforce the FABs of various products to offer solutions
Module Six:
Handling Objections
- Why is it important to handle objections
- Categories of objections – MSD
- How to deal with each category of objection
- Objection Handling Technique – “LAPAC” Model - Pointers to be kept in mind while handling objections
Module Seven:
Closing the Sale
- When to close a call and the importance of "ABC"
- How to identifying the non-verbal & verbal buying signals from the customer
- Closing techniques and how to use them effectively to close a call
- How to handle rejections gracefully
Module Eight:
After the Sale
- Customers for life
- Repeat business / Renewals
- Up-selling
- Cross-selling
- Referrals & Testimonials Tools: CRM After the Course: Interviews & Jobsearch
- Resume Writing & Review
- Video Profile
Please reach out to us for clarity/ queries - hello@junoschool.org / 7042789220