Sales Training
Comprehensive Selling Tactics and Skills (CSTS) Training Course
This course has been created with one purpose in mind. That purpose is for your sales team to become more skillful in the job of selling.
In order to be an effective salesperson, one must work hard, be knowledgeable, and use selling skills, which lead to product sales.
Much of the sales training experienced by salespeople is the learning of knowledge, usually product knowledge. The motivation to work hard partly comes from supervision, partly from successes on the job, and partly from the personal goals each salesperson establishes.
However, most salespeople report that they have acquired their selling skills over a long period of time and largely through experience.
This course compresses years of selling experience into a much shorter period and gives your sales reps the opportunity to significantly enhance their present level of skill and to learn new and effective selling skills.
Why The Emphasis on Skills?
You probably agree that sound product knowledge is essential for success as a salesperson. However, as essential as thorough product knowledge is to effective selling, it is only part of the need. The product knowledge must be skillfully presented.
Skills can only be developed when they are practiced according to sound principles. This course isolates and explains basic principles of selling. Once these principles are learned, opportunity is provided for practicing and perfecting the skills.
The Science of Selling and the Art of Selling
Let's examine the concept of effective selling. It can be said that effective selling is a combination of the "Science of Selling" and the "Art of Selling." The "Science of Selling" is what you will learn in this course.
What precisely do we mean by the "Science of Selling"? Having studied the selling process for many years I have found effective salespeople follow a pattern that is significantly different from less effective salespeople. That pattern has been analyzed and reduced to a step by step selling procedure, which you will learn in this course.
Then, what is the "Art of Selling"? I believe the "Art of Selling" is in essence the personality and experience of the salesperson. Each salesperson will conduct themselves differently, say things differently and draw on experience that is unique to that salesperson. Developing the "Art of Selling" takes time and successful selling experience.
In summary then, in this course, what you will learn is a systematic, logical approach to selling!
What Topics Are Included?
The course is divided into six units of learning in which all the essential skills for effective selling will be learned.
What Are the Learning Objectives?
When you engage in any learning process, it is usually helpful for you to know what you are expected to learn. Then you can continually measure your learning progress. Also, at the end of a learning process, you should be able to measure the degree of accomplishment of your learning objectives. This course states what you are expected to learn and thus allows you to measure the degree of your accomplishment of those objectives.
Following are the major learning objectives you will meet. At the conclusion of this course you will be able to:
In addition to these major learning objectives, there are a number of specific objectives listed at the beginning of each unit of study.
What Are the Prerequisites For This Course?
You should know your products thoroughly prior to taking this course. In other words, you should be well grounded in product knowledge. Though the emphasis is on selling skills, you will need product knowledge in order to practice these skills. All your practice sessions are simulations of the actual day-to-day selling situations in which you will find yourself. There are no other prerequisites for taking the course.
Comprehensive Selling Tactics and Skills (CSTS) Training Course
This course has been created with one purpose in mind. That purpose is for your sales team to become more skillful in the job of selling.
In order to be an effective salesperson, one must work hard, be knowledgeable, and use selling skills, which lead to product sales.
Much of the sales training experienced by salespeople is the learning of knowledge, usually product knowledge. The motivation to work hard partly comes from supervision, partly from successes on the job, and partly from the personal goals each salesperson establishes.
However, most salespeople report that they have acquired their selling skills over a long period of time and largely through experience.
This course compresses years of selling experience into a much shorter period and gives your sales reps the opportunity to significantly enhance their present level of skill and to learn new and effective selling skills.
Why The Emphasis on Skills?
You probably agree that sound product knowledge is essential for success as a salesperson. However, as essential as thorough product knowledge is to effective selling, it is only part of the need. The product knowledge must be skillfully presented.
Skills can only be developed when they are practiced according to sound principles. This course isolates and explains basic principles of selling. Once these principles are learned, opportunity is provided for practicing and perfecting the skills.
The Science of Selling and the Art of Selling
Let's examine the concept of effective selling. It can be said that effective selling is a combination of the "Science of Selling" and the "Art of Selling." The "Science of Selling" is what you will learn in this course.
What precisely do we mean by the "Science of Selling"? Having studied the selling process for many years I have found effective salespeople follow a pattern that is significantly different from less effective salespeople. That pattern has been analyzed and reduced to a step by step selling procedure, which you will learn in this course.
Then, what is the "Art of Selling"? I believe the "Art of Selling" is in essence the personality and experience of the salesperson. Each salesperson will conduct themselves differently, say things differently and draw on experience that is unique to that salesperson. Developing the "Art of Selling" takes time and successful selling experience.
In summary then, in this course, what you will learn is a systematic, logical approach to selling!
What Topics Are Included?
The course is divided into six units of learning in which all the essential skills for effective selling will be learned.
- The Foundation Skills of Selling: Probing, Listening, Observing, and Deciding.
- Qualifying the Prospect
- The Presentation
- The Close
- Handling Concerns
- Handling Objections
What Are the Learning Objectives?
When you engage in any learning process, it is usually helpful for you to know what you are expected to learn. Then you can continually measure your learning progress. Also, at the end of a learning process, you should be able to measure the degree of accomplishment of your learning objectives. This course states what you are expected to learn and thus allows you to measure the degree of your accomplishment of those objectives.
Following are the major learning objectives you will meet. At the conclusion of this course you will be able to:
- Ask questions effectively to gain the information you require in a sales call.
- Listen effectively so you can evaluate and use the information you gain.
- Use product information strategically in the sales call.
- Thoroughly qualify the prospect as a potential customer and determine his/her needs.
- Make an effective Presentation.
- Make an effective Close
- Appropriately respond to the prospect's Concerns such as a need for additional information, a doubt or a question.
- Appropriately handle the prospect's Objections.
In addition to these major learning objectives, there are a number of specific objectives listed at the beginning of each unit of study.
What Are the Prerequisites For This Course?
You should know your products thoroughly prior to taking this course. In other words, you should be well grounded in product knowledge. Though the emphasis is on selling skills, you will need product knowledge in order to practice these skills. All your practice sessions are simulations of the actual day-to-day selling situations in which you will find yourself. There are no other prerequisites for taking the course.