Selling Skills

Sales Ability II

This consultative, relationship-based approach to selling skills is based on the "best practices" demonstrated by top salespeople in a variety of Fortune 1000 organizations. Through customized case studies, role plays, team exercises, and video models, participants in this interactive workshop learn sales process and practical selling skills to guide their customers through a defined "customer decision process." Pre-workshop materials and post-workshop reinforcement tools ensure a systematized approach to learning that is easily transferable to the field sales environment.

SalesAbility II is available as one and two-day workshops.

Modules and topics include:

• Building trust relationships
• Providing value to your customers
• Planning effective sales calls
• Opening the sales call (the three essential elements)
• Asking "FOCUS" questions to identify customer needs, priorities, and goals
• The sales presentation: relating benefits to customer priorities
• Obtaining feedback
• Active listening skills
• Handling customer resistance
• Gaining commitment/closing
• Following up

Available in two versions: Selling to end-users and selling to resellers.