presents American Management Association Seminars
Principles Of Professional Selling
Seminar No: 05520 -XNBB
CEU Credits: 1.8
Length: 3 days
Increase your selling power, even in today’s tough economy. Discover the advanced consultative approach to selling!
Join the thousands of sales pros who have prospered by attending AMA’s most popular seminar! This highly interactive course guides you through the entire sales process and incorporates the most modern sales methods today--consultative/solutions selling! You’ll return to work better equipped to develop presentations that meet your client’s real needs...create a specific sales plan to achieve your sales goals...influence the right buyers, anticipate any objections and close the sale with ease. Plus, through a videotaped role-play exercise, you’ll practice, reinforce and experience first hand the advanced techniques you’ve learned.
Attendees:
Sales professionals with a minimum of one year of sales experience, veterans who want to refresh their sales skills and managers who want to train salespeople. Note: This course is not for novices; see Fundamental Selling Techniques for the New or Prospective Salesperson.
How You Will Benefit:
- Develop a master plan to manage the sales process
- Win the confidence and trust of prospects by learning as much as possible about their needs
- Successfully sell on a consultative level, using effective interviewing techniques
- Effectively communicate your product/service superiority over that of the competition
- Build long-term sales relationships by offering solutions—not just products
- Increase your success by taking advantage of your personal selling style
- Uncover any hidden customer resistance and overcome any objection
- Know when—and how—to close the sale
- Productively use your time and effectively manage your territory
What You Will Cover:
- Discovering today's more consultative approach to the entire sales process
- Learning how to exceed your quota and sales goals
- The sales process: discovery, presentation, handling objections, closing
- Using today's technology to sell effectively
- The keys to effective listening
- Telephone techniques: planning, getting the appointment, qualifying prospects
- Time and territory management: developing account and territory objectives
Extras From AMA!
You'll create a videotape of your role-play exercise--demonstrating your personal selling style--to take home and review, with written critiques/evaluations received in class.
Extended/Detailed Seminar Outline
Learning Objectives
- Develop a Master Plan to Manage the Sales Process
- Win the Confidence and Trust of Prospects By Learning as Much as Possible About Their Needs
- Successfully Sell On a Consultative Level, Using Effective Interviewing Techniques
- Effectively Communicate Your Product/Service Superiority Over That of the Competition
- Build Long-term Sales Relationships By Offering Solutions-Not Just Products
- Increase Your Success By Taking Advantage of Your Personal Selling Style
- Uncover Any Hidden Customer Resistance and Overcome Any Objection
- Know When-and How-to Close the Sale
- Productively Use Your Time and Effectively Manage Your Territory
Professionalism
- Set Your Learning Goals for This Class
- Define "Professionalism"
- Identify the Habits of Productive Salespeople
Planning
- Define and Perform a Competitive Analysis
- Complete an Account Profile of One of Your Best Customers
- Identify the Key Contacts in Each of Your Accounts
Listening
- Identify the Elements of Good Listening
- Identify the Barriers to Effective Listening as Well as Techniques of Attentive and Active Listening
- Demonstrate Your Proficiency in Active, Attentive Listening
Personal Styles
- Identify Your Own Personal Style
- Identify the Personal Style of Others
- Identify an Ideal Sales Approach to Match the Personal Style of Your Customer
Becoming a Problem Solver
- Explain the Difference between Supplier-based Selling and Customer Problem-solving
- Develop a Plan for Using a Consultative Selling-Approach for Your Business
The Sales Process
- Describe the Steps of the Sales Process
- Demonstrate the Skills Associated with Each Element of the Sales Process
- Conduct Effective Sales Calls, from the Initial Greeting to the Final Commitment
Individual Evaluation
- Apply the Skills Associated with Each Element of the Sales Process
- Reinforce Your Understanding of the Sales Process by Critiquing Various Presentations
- Improve Your Professional Selling Skills by Reviewing and Evaluating Your Own Presentation
New Business Development
- Identify and Develop New Business Strategies for Yourself
- Qualify a Business Opportunity to Determine Where Your Time Is Best Spent
- Develop a Prospecting Call Strategy and Script Alternatives
Territory and Account Management
- Differentiate between Territory Management and Territory Coverage
- Analyze Your Territory and Account Base and Set Goals
- Analyze Key-Account Relationships
- Perform an Account Penetration Analysis
Time Management
- Develop an Objective Tracking System
- Effectively Prioritize Your Work and Manage Your Time
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
. Remember to specify the complete seminar number about which you are requesting information.
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.