presents American Management Association Seminars
FUNDAMENTAL SELLING TECHNIQUES FOR THE NEW OR PROSPECTIVE SALESPERSON
Seminar No: 05510 -XNBB
CEU Credits: 1.2
Length: 2 days
If you want to succeed in spite of dwindling resources and a distracted market, this intensive introduction to the art of selling is a must.
Like most people, you'll come to this seminar with very little knowledge of selling, except perhaps what you've experienced as a customer. After just two days of hands-on practice, you'll gain the skills, confidence and professionalism to sell your product or service successfully. Fundamental Selling Techniques for the New or Prospective Salesperson is a roadmap that takes you step-by-step through the entire sales process. It covers every critical phase of selling and gives you enhanced skills in listening and prospecting, which you need to succeed as a professional salesperson today.
Attendees:
Salespeople with zero to one year of selling experience--as well as potential candidates for sales positions, those who want to refresh their sales skills, customer service representatives and technical or support staff who interact with customers.
How You Will Benefit:
- Differentiate between the old mentality of selling and today's more effective relationship-oriented approach
- Assess your selling strengths and weaknesses
- Overcome barriers to listening in a sales situation
- Determine the best-qualified prospects and avoid time wasters
- Make successful prospecting calls, by phone or in person
- Understand your customer's situation and identify selling opportunities
- Learn how to make a dynamic and memorable sales presentation
- Feel comfortable and confident in front of new customers
- Handle objections smoothly and keep the sale moving forward
- Use the latest closing techniques to gain customer commitment
- Manage time and prioritize effectively
What You Will Cover:
- The complete sales process
- The benefits of active listening while on a sales call
- Prospecting and cold calling
- Professionalism and attitude
- Determining individual customer needs
- The successful sales presentation
- Presenting solutions vs. presenting products or services
- Handling objections using a tested model
- Trial and final closes
Extended/Detailed Seminar Outline
Learning Objectives
- Differentiate between the Old Mentality of Selling and Today’s More Effective Relationship-Oriented Approach
- Assess Your Selling Strengths and Weaknesses
- Overcome Barriers to Listening in a Sales Situation
- Determine the Best-Qualified Prospects and Avoid Time Wasters
- Make Successful Prospecting Calls, by Phone or in Person
- Understand Your Customer’s Situation and Identify Selling Opportunities
- Learn How to Make a Dynamic and Memorable Sales Presentation
- Feel Comfortable and Confident in Front of New Customers
- Handle Objections Smoothly and Keep the Sale Moving Forward
- Use the Latest Closing Techniques to Gain Customer Commitment
- Manage Time and Prioritize Effectively
Listening
- Define Listening and Identify Its Elements
- Identify the Barriers to Effective Listening
- Demonstrate Your Ability to Be Proficient at the Listening Skill While Conversing with Customers and/or Co-workers
Prospecting and Cold Calling
- Locate Potential Customers Using the Top Methods for Prospecting
- Qualify Prospects in Order to Determine Your Best Selling Opportunities
- Make Prospecting Calls and Cold Calls to Potential Customers
The Sales Process
- Outline and Describe the Steps of the Sales Process
- Identify How This Process Fits in with Your Product or Service
- Plan a Sales Call or Customer Visit Based on the Objectives of Each Step
Greeting and Headlines
- Feel Comfortable and Confident in Front of New Customers
- Establish Credibility and Trust with New or Prospective Customers
- Develop a Friendly Atmosphere by Reducing Initial Call Tension
Discovery
- Discuss the Value of Customer Interviews in Order to Sell on a Consultative Level
- Create a List of Industry-Specific Probing Questions to Use in the Field
- Probe to Understand the Customer’s Situation and Identify Their Specific Needs
Presentation
- List the Key Elements of a Dynamic and Memorable Presentation
- Prepare a Presentation for Your Products and/or Services
- Present Solutions to Customers That Meet Their Requirements in Order to Close Sales
Handling Objections
- Recite the Three Methods for Overcoming Customer Objections
- Prepare Your Industry-Specific List of Objections and Rebuttals
- Demonstrate the Three Techniques for Overcoming Objections
Closing
- Explain the Difference between Trial Closing and the Final Close
- List the Various Commitments That Can Be Obtained from a Customer
- Use the Latest Closing Techniques to Gain Commitments from Customers
Start and End times: first day - 8:30am-5pm, all other days 9am-5pm unless otherwise specified. Your registration confirmation notice will confirm the hotel/conference center for the seminar for which you registered. The information included on this page is all the information available on this seminar. Please use form below to register only. To request information that is not included above please send an email to
. Remember to specify the complete seminar number about which you are requesting information.
For information about bringing a course to your site please call 1-919-847-0331 or email the registry at
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** Online Registration & Fee Information ** Please use form below to register only. To request information that is not included above please send an email to
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Select date/location & complete form below. Then, click on 'Send'
Additional Information:
After submitting your online registration you will receive registration confirmation and invoice within 7-10 business days. You may pay by credit card or check. Confirmation information will also include location and other pertinent course information.
Always state priority code XNBB to your customer service representative when registering directly by phone.
Note: Prices are subject to change without notice. To confirm the price of your session, select the session above and click “Send”. Discounts apply for groups of two or more people. Call for details. Federal government employees are eligible for special GSA pricing for many seminars.
AMA's main conference centers
Seminars scheduled for the cities below are held at the locations listed below. For location information for other cities in which AMA seminars are held please call or email for information.
New York
AMA executive Conference Center
1601 Broadway New York, NY 10019
American Management Association (Located in the same building as the Crowne Plaza Hotel) 1601 Broadway On Broadway and 48th Street near Times Square. Entrance is on 48th Street.
Chicago
AMA executive Conference Center (adjacent to the Marroitt O'Hare)
8655 west higgins rd
Chicago, IL 60631
San Francisco
AMA executive Conference Center is located in San Francisco Marriott Hotel
55 Fourth Street 2nd Level
San Francisco, CA 94103
Atlanta
AMA Executive Conference Center
Address: 1170 Peachtree Street Ne Cnr Peachtree & 14th (3rd Flr)
City, State, Zip: Atlanta, GA 30309
Washington, DC
Arlington, Virginia
2345 Crystal Drive, Suite 200
Arlington, VA 22202
If you are not paying via credit card, you will receive an invoice with payment instructions.
Cancellation Policy:
If you cannot attend a seminar you can contact AMA in advance to transfer to a future session, or you can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply email us at
. If you cancel with less than three weeks’ advance notice, you will be liable for the entire seminar fee. Once your payment has been received, you may request a courtesy transfer to use at any future AMA seminar of equal or lesser length. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed and do not contact AMA to cancel in advance, you will be charged the entire seminar fee.
AMA grants courtesy transfers to people who cannot attend their scheduled sessions. You can use a courtesy transfer for any seminar of equal or lesser length than the original seminar. You must use your courtesy transfer within one year of the date of your originally scheduled seminar.
AMA guarantees the quality of our seminars. If, for any reason, you are not satisfied with a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price or will refund your fee.
You can also register by emailing your registration information to us at
or calling us at 919-847-0331.