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Learn the essential 10-step framework at the heart of any effective sales process.
The sales process is the foundation for sales success. There are many methodologies and theories, but every process is based around the same basic steps. This course provides a 10-step framework that can be followed no matter what program you may use in the future: from assessing need and presenting a product or service to closing the sale and reporting back to your company. Sales leader and coach Dean Karrel concentrates on sales developmentâgathering information to evaluate potential clients and aligning the products or services that can be offeredâand continuous improvement. These investments make the actual sale the easiest step of all! By customizing the complete framework, you will be able to create a solid sales process that works for all your accounts.
Overview
Syllabus
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Introduction
- Sales and the sales process
- Steps of the sales process vs. methodologies
- Prospecting
- Planning, researching, preparing
- Sales discovery
- Solving with a product or service
- Presenting and selling
- Handling objections
- Closing the sale
- Delivering on promises
- Following up with the customer
- Reporting and communicating back to the company
- Continually improving the sales process
- Learning about sales methodologies
- Wrap-up and next steps
