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Principles of Professional Selling SEMINAR #5520
Form strategic partnerships with your customers and generate long-term bottom-line benefits
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YOUR IMMEDIATE TAKEAWAY
• Use a consistent sales process • Learn the value of active listening • Sell value versus price As a salesperson, you must “climb the mountain” every day. In this highly interactive course, you’ll acquire tools and techniques to make the climb seem easier and the mountain appear less daunting. You’ll learn the importance of selling consultatively, which is key to long-term success as you elevate your status from salesperson to trusted consultant offering complete solutions to the customer. Receive guidance on each step of the sales process, including how to gain access to the decision maker, handle objections and close the sale. Through role-play exercises, you’ll practice, reinforce and experience the value of following the consultative process. You’ll also profit from a self-evaluation of your selling strengths and areas for improvement.
WHO SHOULD ATTEND Sales professionals with a minimum of one year of sales experience, veterans who want to refresh their skills and managers who want to train salespeople. HOW YOU WILL BENEFIT • Assess the best ways of planning for a sales call • Use your time productively • Obtain specific guidelines on how to locate qualified prospects • Sidestep gatekeepers and manage screening behavior • Learn effective interviewing and listening skills to better understand your customer’s needs • Design and prepare a personalized pitch • Learn three techniques to overcome objections • Close the sale • Effectively manage your territory • Set realistic goals and expectations for individual accounts
FA C U LT Y S P O T L I G H T Rita Witherly is one of the experts who teach this course. Rita works with CEOs and leadership to create strategic business plans impacting the bottom line, and provides customized training and development to all levels of employees. She holds a master’s degree in business and is a Gazelles-certified business coach, Master Trainer and Master Facilitator, among other certifications.
WHAT WILL BE COVERED • Discovering a more consultative approach to the entire sales process • Generating an account profile of your best customers • Increasing your ability to listen while conversing with customers • Modifying your sales approach to match the personality style of your customer • Becoming a customer’s supplier vs. a problem solver • Conducting effective sales calls—from the initial greeting to the final commitment • Developing new business while maintaining existing accounts • Creating a plan for growing your territory or account base NOTE: This course is not for novices. See Fundamental Selling Techniques for the New or Prospective Salesperson (#5510, page 204).
This was wonderful training. Two days past and “I have already started using some of the skills learned in the training. ” —Rebecca F.
AN AMA BLENDED LEARNING SEMINAR
1.8 CEUs $2,345/AMA Members $2,095 AMA Members save $250
3-DAY CLASSROOM SCHEDULE Feb. 11-13 . . . . . March 20-22 . . . April 1-3 . . . . . . . April 3-5 . . . . . . .
Chicago, IL . . . . . . . . 5520-L3A-01152 New York, NY . . . . . . 5520-L3A-01155 San Francisco, CA . . . 5520-L3A-01156 Atlanta, GA . . . . . . . . 5520-L3A-01159
A blend of dynamic live training and online tools
Register today! www.amatraining.org/5520 May 1-3 . . . . . . . June 24-26 . . . . . July 17-19 . . . . . . Aug. 5-7 . . . . . . .
Chicago, IL . . . . . . . . 5520-L3A-01157 New York, NY . . . . . . 5520-L3A-01160 Arlington, VA . . . . . . 5520-L3A-01158 Chicago, IL . . . . . . . . 5520-L3A-01161
Sept. 18-20 . . . . New York, NY . . . . . . 5520-L3A-01162 Sept. 23-25 . . . . Houston, TX . . . . . . . 5520-L3A-01163
AMA seminars are GSA approved and all AMA programs can be delivered onsite