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Please select from the available courses below to view the course description.
Getting the Appointment
The first step in the Systematic Selling Process is getting the appointment. In this module you will learn effective strategies for contacting a prospect by making a cold call, corresponding by letter or e-mail, and using the telephone. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects. Getting the Appointment is the first of eight modules in the online Systematic Selling Program.
Planning the Call
The second step in the Systematic Selling Process is planning the call. In selling, as in all endeavors, planning can make the difference between success and failure. In this module you will learn how to plan a sales call to ensure that the conversation with your prospect goes the way you would like it to. You’ll learn how to research a prospect, organize your information, and set objectives for a call. We’ll introduce the Sales Call Planner, a comprehensive sales tool that guides you as you plan your sales strategy. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects. Planning the Call is the second of eight modules in the online Systematic Selling Program.
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Establishing Rapport
The third step in the Systematic Selling Process is establishing rapport with the prospect. The first few minutes of a sales call are critical. In this module, we’ll look at ways to ensure that your sales call gets off to a good start. We’ll look at techniques for establishing rapport, examine different behavior styles, and show you how to apply your understanding of behavior styles to your interactions with prospects. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects. Establishing Rapport is the third of eight modules in the online Systematic Selling Program.
Identifying Objectives
The fourth step in the Systematic Selling Process is identifying the prospect’s objectives. Selling means helping your prospects to achieve their objectives through your products and services. It follows that identifying your prospect’s objectives is at the heart of the Systematic Selling Process. In this module, we’ll discuss how to position your company as a potential partner. We’ll tell you how to use effective questioning and active listening to recognize a prospect’s objectives and situation factors, and how to identify prospects as decision makers, recommenders or influencers. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects. Identifying the Prospect’s Objectives is the fourth of eight modules in the online Systematic Selling Program.
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Making a Recommendation
The fifth step in the Systematic Selling Process is making a client-focused recommendation. Selling means helping prospects achieve their objectives through the use of your products and services. Therefore, the recommendation you present to your prospects must be one that helps them achieve their objectives. We call this a client-focused recommendation. In this module, you will learn how to make a client-focused recommendation by relating the benefits and features of your products and services to your prospects’ objectives. Then, we will give you a four-step approach to making a recommendation. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects. Making a Client-Focused Recommendation is the fifth of eight modules in the online Systematic Selling Program.
Handling Obstacles
The sixth step in the Systematic Selling Process is handling obstacles. Top sales people know that obstacles are really opportunities in disguise. In this module, you’ll learn how to relate obstacles to your prospects’ behavior styles. We’ll give you techniques for handling obstacles, and an effective approach to planning your response to obstacles. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects. Handling Obstacles is the sixth of eight modules in the online Systematic Selling Program.
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Gaining Commitment and Following Up
The seventh step in the Systematic Selling Process is gaining commitment. After making a recommendation and handling any obstacles the prospect may have raised, you’ve earned the right to ask for a commitment. In this module, you’ll find out how to build a staircase of agreements leading to your final recommendation. We’ll show you how to recognize buying signs and danger signals, and give you approaches to obtaining commitment based on the prospect’s behavior style. The eighth step in the Systematic Selling Process is following up. Many sales people ignore this critical step. We’ll tell you why following up is so important, suggest strategies for following up whether the sale is won or lost, and give you tips for dealing with buyer’s blues. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects. Gaining Commitment and Following Up is the seventh of eight modules in the online Systematic Selling Program.
Self Assessment and Review
In previous modules, you learned about the eight-step Systematic Selling Process. In this module, you will review the concepts presented in this program, assess how well you have learned them, and apply the eight-step process to a new case study situation. Then you will have an opportunity to apply the Systematic Selling Process to your own prospects, using the forms and checklists provided in the Personal Application. Self Assessment and Review is the last of eight modules in the online Systematic Selling Program.
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