Because of the mounting pressure facing salespersons in today’s tough economy, this challenging profession is becoming even more competitive. But many prospective sales professionals don’t have a solid foundation and understanding of the fundamentals of selling. This intensive, highly interactive art of sales workshop will equip you with the tools and techniques you need to achieve sales success and improve your performance. HOW YOU WILL BENEFIT Identify the behaviors and skills of a successful sales professional Describe different types of selling models Identify elements of the sales framework Understand prospecting basics and be able to conduct a sales call Use a customer-centered sales approach to provide value Choose a closing technique to earn the business Complete a formula to achieve sales goals Manage the customer relationship on an ongoing basis Develop an action plan to apply your new skills. WHAT YOU WILL LEARN Unique aspects of sales functions compared with the rest of an organization Behaviors, characteristics and skills of a successful salesperson Characteristics of different sales models, types and structures Calculating and setting goals based on your sales quota and plan Analyzing the territory and conducting account research Planning your calendar to achieve sales goals and build a sales pipeline Identifying resources and methods of generating leads Strategies to respond to common new business objections The “Earn the Business” process The “Deliver the Business” process The “Manage the Relationship” process Technologies or methods for maintaining customer information Strategies to maintain communication with a customer