Comprehensive Selling Skills
In Comprehensive Selling Skills, sales professionals learn how to identify the predictable five-stage Purchase Process
every customer goes through when making purchasing decisions, and how to apply the appropriate selling skills and
techniques at each stage of the Sales Process to close more business. Key skill areas include Prospecting for New Business,
Call Planning, Identifying Priorities, Relating & Reinforcing Benefits, Managing Feedback, and Gaining Commitment
How Your Sales Team Will Benefit
- Fill pipeline with more qualified appointments
- Learn to align their sales process with the customers’ purchase process
- Quickly build relationships with clients
- Use pre-call research strategies to create greater customer interest
- Identify customer’s key business priorities
- Effectively communicate your solution to customers
- Learn how to overcome challenging objections
- How and when to gain commitment
Who Will Benefit
Sales professionals, including Account Executives, Account Managers, Inside Sales Representatives, and other professionals
with sales responsibilities.
- Participant workbook
- Reinforcement exercises
- Sales tools and planners
Comprehensive Selling Skills can be delivered onsite as a two day workshop, or via SRG’s Live Virtual Classroom training platform as a series of convenient live online training sessions.
In order to ensure that new sales skills are being mastered and applied, the Comprehensive Selling Skills program includes integrated tools, planners, and job aids, as well as reinforcement sessions conducted virtually through SRG’s Live Virtual Classroom online training platform.
SRG understands that each sales organization is unique, with its own culture, processes and set of abilities and challenges.
Training programs include pre-training consultation and are personalized for your organization with customized
case studies, examples and exercises to better address your unique sales challenges and make the training more
relevant to program participants.
If you have a large sales organization, an internal training department or are rapidly growing, the Comprehensive
Selling Skills program can be licensed and delivered using your own facilitators. Under our flexible, cost-effective
license terms, you can customize, repurpose and deliver the curriculum whenever and as often as you like. Sales
Readiness Group also supports your internal trainers with a Train-the-Trainer certification programs on how to deliver
the Comprehensive Selling Skills program, including how to facilitate the program virtually.
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