Course description
Businesses are profit-generating units and the act of selling fuels these units. Consequently, market orientation has changed from a focus on products to marketing. The ultimate goal of an organization’s activities is to generate specific sales. Finding the best clients for one’s goods was the main focus of selling previously, but now finding the best products for the customer is given the utmost importance. It has become crucial for firms to satisfy their customers if they are to succeed.
What are the most important sales skills?
It takes individuals with the most crucial sales skills to keep ahead of the competition in the fiercely competitive sales field. Its fundamental strategy depends on the abilities of salespeople to work with clients to achieve a goal. Salespeople need certain qualities and talents to assist consumers in making decisions and resolving problems. Some of the most important sales skills include:
- Product Expertise
- Empathy
- Relationship building
- Project management
- Business savviness
Does sales training improve revenue?
A tactical tool that can generally be utilized to raise team performance is sales training. The training establishes a standard sales procedure and vocabulary that ensures uniformity in the organization’s sales. Sales team motivation and skill gap filling are two benefits of sales training. In addition, the sales team is the primary force behind the expansion of the business, making it the ideal spot to begin enhancing revenue performance. Major revenue-boosting opportunities from sales training include:
- Promoting account expansion
- Developing cross-selling and upselling capabilities
- Driving the acquisition of new enterprise
The Rcademy Professional Sales Skills Training Course acknowledges that professional selling has become an essential marketing component for every firm and is impossible to ignore. The training program offers insights into bestselling tactics and practices while transforming inexperienced sellers into professionals who will be valuable assets to the business. The course introduces marketing fundamentals, professional selling, sales fundamentals, management, and an understanding of selling. By the end of the course, participants would have gained an in-depth knowledge of the principles of professional selling, the essential selling techniques, and how to conduct market research.
Upcoming start dates
Suitability - Who should attend?
Participants will learn the following:
- Become aware of sales methods and how to select a target market to enhance sales outcomes
- Learn how selling abilities are fundamental techniques for selling rather than sales tips and tactics
- Hone face-to-face communication abilities with customers and prospects to succeed in selling
- Develop abilities that will help the organization generate leads and gather data
- Develop into a trusted counsel who is considered a business partner
- Able to approach potential clients and acquire them as clients
- Increase the value of the pitched sales and convey the real added value of the goods and services
- Create and present powerful sales presentations
- Recognize different selling techniques and selling tactics
- Gain prospecting and negotiating abilities
- Recognize the importance of follow-up in preserving a lasting relationship with customers
- Identify the value of preparation before making a transaction
Training Course Content
The Rcademy Professional Sales Skills Training Course covers the following topics:
Module 1: Marketing Fundamentals
- Introduction and overview
- Concept of selling
- Selling and marketing
- Concepts of marketing
– Social marketing concept
– Product concept
– Selling concept
– Holistic marketing concept
– Marketing concept - Overview of marketing management
- Significance of marketing in the organization
Module 2: Sales and Sales Management: Fundamentals
- Introduction
- Component of sales management
– Controlling
– Planning
– Organising - Sales organization
- Defining sales structure sales management by objective
Module 3: Sales Follow-up and Negotiations
- Handling objections from the customers
- Product demonstration
- Understanding signals
- Handling objections
- Implementing transactions and closing sale
- Follow-up
Module 4: Sales Reporting and Cost Analysis
- The basis for territory establishment
- Sales audit
- Types of sales quotas
- Establishing sales territories
- Conducting sales analysis
- International selling
- Global standards and practices
Module 5: The Professional Selling Mindset and Skill Set
- Controlling a conversation
- Using the power of questions
- The OPEN question selling technique
– Nail down questions
– Probing
– Operational
– Effect - The importance of listening
- The frame of mind to sell
- Sale visualization
- Customer-specific benefits
- Features, benefits, skill set, and advantages
- Identification of customer’s decision criteria
Module 6: Understanding the Concepts of Selling
- Introduction
- Types of market intermediaries
- Types of selling
– Partnership selling
– Relationship selling
– Direct selling - Types of selling tasks
- The setting of selling objectives
- Various types of selling positions
- Process of selling
Module 7: Professional Selling
- Introduction
- Lead scoring
- Conducting sales calls
- Types of selling strategies
- Importance of gathering value
- Personal selling
- Sales cycle and generating leads
- Improving conversion ratios
- Role of a professional salesperson
Module 8: Principles of Professional Selling
- Professionalism
- Planning
- Listening
- Personal styles
- Problem-solving
- Time management
- Account and territory management
Module 9: The Essential Selling Techniques
- Introduction
- CRM leverage
- Understanding the market landscape
- Company prioritization
- Strategic prospecting
- Business acumen
- Prospect conscious
- Marketing team leverage
Module 10: Understanding the Customer’s Perspective
- Introduction
- Types of sales relationships
– Transactional
– Functional - Types of customers
- The five stages model
- Decision heuristics
- Understanding the customer’s cultural traits
- Ethical challenges faced by a Salesperson
Module 11: Conducting Market Research
- Introduction
- Analyzing the market environment
- Importance of marketing research
- Process of market research
- Research types
– Focus groups
– Surveys - Setting up a research plan
- The utilization of a marketing intelligence system
Course delivery details
This participant-centered course aims to fulfill participants’ expectations by advancing their skills and understanding. Different renowned approaches and techniques to ensure constant and active learning by the participants will be employed in presenting this course. Experts will teach the course with different years of experience and practice. The course modules are curated from in-depth and extensive research on innovative technology leadership.
The Rcademy Professional Sales Skills Training Course integrates practical and theoretical learning by offering participants slides on the concept, case studies, lecture notes, and real-life scenarios. To ensure their complete satisfaction, attendees will also have access to quizzes, presentations, seminar workshops, and continuous feedback on the lessons gained.
Request info
Rcademy
Rcademy is a global training and consultation organisation set out to bridge the gap between you now and what you can be in the near future. We are facilitators of knowledge impartation. Our team of established and experienced training enthusiasts...