Selling Skills for Professionals is best suited for technically-proficient professionals such as engineers, IT consultants, accountants and other experts who are responsible for generating new business for their firms but are also billable for their time. Many organizations simply don’t believe that their skilled professionals are working ‘in sales’. However, at In the Know, we believe that whenever individuals meet regularly with clients and act on behalf of your organization, they are in fact selling your company and your products/services. It’s an opportunity to grow and strengthen your client relationships for the better. The program includes an introduction to the sales process, making a professional impression, uncovering client needs, polishing presentation skills, closing the transaction, dealing with client indifference and handling concerns, as well as the keys to successful prospecting and networking.
Basics of Selling is geared toward sales professionals who are 100% focused on new business opportunities. The curriculum centers on the basic skills used in “need satisfaction selling,” including professional introductions, uncovering customer needs, presentation and supporting customer needs, closing the transaction, dealing with customer indifference as well as customer concerns or issues.
Depending on participants’ unique requirements, other possible sessions may include prospecting, teleprospecting, time management, goal setting & personal motivation, Strategic Selling and sales ratios.