Course Description:''''In Sales Skills: Overcoming Obstacles, participants will learn how to identify a client''''s key issues, how to differentiate between benefits and features, and how to anticipate objections.Participants will learn how to create and deliver an effective sales presentation that is geared toward their client''''s key issues, as well as how to overcome a customer''''s objections.AgendaThis online course covers:Understanding SalesDescribe and implement the six steps of the sales processUnderstanding Decision-Making PracticesUnderstand the importance of anticipating objectionsComplete a key-issues matrix when speaking to clientsAsk specific questions to help you understand clients'''' decision-making practicesHandling Stalling and ObjectionsRecognize the difference between stalling and raising objectionsDifferentiate between price and costThe Process of Creating a PresentationComplete nine steps when creating a sales presentationCharacteristics of a Good PresentationCreate presentations that are persuasive, stimulating, focused, and flexiblePresentation ElementsDifferentiate between implicit and explicit presentationsInfluence clients'''' perceptions during sales presentationsPrevent environmental factors from affecting your presentationsAddressing Objections EffectivelyIdentify reasons why people do not buyOvercome difficulties when responding to objectionsDetermine a client''''s true objectionsUse interpersonal and leadership skills to respond to objectionsLook for behavioral clues when responding to objections...and much more!'''' |
