This curriculum provides learners with a methodical approach to buyer-focused selling.
The Prime Sales curriculum presents an overall process for successful selling and provides practical guidelines on how to plan, start and close all aspects of the sales cycle, as well as the skills needed to succeed at each stage.
The Prime Sales curriculum contains original content provided by Xerox, the world’s leading document company, renowned for its sales training curricula. These courses have been created under an exclusive co-development license between Xerox and PrimeLearning.
Certification: PDU Credits: 41 PDUs
Skill Level: Entry & intermediate level
Target Audience: New and experienced sales representatives, account managers, sales consultants and sales managers.
Here is a complete informational listing of the courses in the Prime Sales curriculum.
|1.5 hrs||Seller Behaviors||If sellers perform well, they will reach and then surpass their sales targets. Seller Behaviors covers the specific criteria – motivation and ability - necessary for sales success. Sellers learn the seven behaviors of buyer-focused selling (fact-find, probe, agree, influence, recommend, close, and follow-up), including when to progress from one to the next.|
|2.5 hrs||Buyer Behaviors||Selling to a business is more complicated than selling to an individual. Buyer Behaviors highlights the key factors that influence buying decisions - the product, the cost, the selling company, and the individual seller - and the many people who influence the buy decision. Sellers learn to recognize the seven stages of buyer behavior (unaware, aware, consider, preference, shop, buy, review) that may be exhibited during the buying cycle.|
|1.5 hrs||Buyer-Focused Selling||One of the Golden Rules of Selling is to meet the buyer wherever he or she is in the buying cycle. To make a sale, a seller must match the buyer’s behavior with the right response. Buyer-Focused Selling instructs sellers on how to respond effectively to buyers at each of the seven stages of a sales transaction. This course also helps sellers to identify buyer needs in two categories: organizational and personal.|
|2.5 hrs||The Selling Cycle||The selling cycle is a logical process consisting of specific tasks and activities. This cycle should focus on the buyer, with the goal of ensuring that the seller meets the buyer's requirements and expectations. The Selling Cycle teaches sellers the six steps in the selling cycle (suspect, prospect, approach, proof, decision, and order) and how to match these steps to the buyer-focused selling model. Sellers learn how to calculate and use the five key ratios in the selling cycle (suspect:prospect, prospect:approach, approach:proof, proof:decision, decision:order) to improve their performance.|
|2 hrs||Telephone Communication||The foundation of every sale is the ability to connect person-to-person with the individual who is the buyer. To do this, sellers must recognize the most common communication barriers and understand their impact. Telephone Communication details the four groups of barriers to effective communication: psychological, environmental, expectation, and physical. Sellers master techniques to overcome the limitations of communicating by telephone and learn guidelines that foster good telephone communication.|
|2.5 hrs||Communication Skills||Becoming a better communicator helps a seller to get ahead, and implementing the guidelines for good verbal communication builds a buyer’s trust and respect. Communication Skills describes common verbal communication behaviors and teaches sellers five guidelines for good verbal communication. Because there is more to communicating than conversation, this course helps sellers to understand the vocabulary of body language. Sellers learn how to react according to accepted guidelines and how to apply six guidelines for effective listening.|
|1.5 hrs||Written Communication||Writing a good sales proposal helps to convince the buyer of the seller’s merits and of the benefits of buying from him or her. Written Communications highlights the reasons for and benefits of writing a sales proposal. Sellers become familiar with the twelve components that constitute a good proposal., as well as the guidelines for developing written communication that is clear, concise, and easy to read.|
|1.5 hrs||Managing a Territory||Recording the details of all dealings with every account is the only way to ensure quality service to buyers. Likewise, developing a calling cycle is the best way for a seller to ensure that he or she keeps in touch with all accounts on a regular basis. Managing a Territory identifies the customer information that sellers need to record. Sellers learn the five steps to developing a calling cycle, and they see how a proper scheduling system enables them to cover all their calls, while leaving time for paperwork.|
|2 hrs||Gathering Information||Following up on every lead can result in few real prospects, and sellers can waste time chasing unsuitable suspects. By gathering basic information about suspects, sellers can quickly decide if it is worthwhile to make contact. Gathering Information presents the background information needed to qualify suspects as prospects and provides many sources for finding new prospects. Sellers learn guidelines for canvassing, as well as how to use specific criteria to identify the decision-makers in a buyer’s company.|
|1.5 hrs||Planning a Sales Call||Having a structured approach to sales calls increases a seller’s chances for success. Planning a Sales Call details the five steps involved in planning a sales call: qualifying the suspect, arranging an appointment, focusing on the buyer, satisfying the buyer’s needs, and preparing support materials. Sellers learn that the essential elements of a sales objective incorporate three basic components: behavior, standard, and condition.|
|2 hrs||The Sales Call||The opening statement is a crucial part of the sales call, because it helps a seller to connect with the buyer and to progress to the next part of the call. A seller’s initial contact will create either resistance or interest in the buyer’s mind. The Sales Call gives four guidelines for opening a sales call: be relevant, be flexible, be yourself, and think carefully. Sellers master the five components of an opening statement - introduction, reason, agenda, procedure, and timeframe – and learn how to vary opening statements depending on the type of situation: an approach, a follow-up meeting, or a regular call.|
|2.5 hrs||Probing and Questioning||Probing - or questioning - is a very important part of sales. If sellers do not give it proper attention, they will not receive the kinds of answers that they are looking for. Probing and Questioning shows how to use open and closed questions for maximum advantage in the most common sales situations. Sellers discover ways to elicit buyer needs using four types of inquiries, designated as situation, problem, effect, and value questions.|
|2 hrs||Presenting Solutions||One common selling mistake is telling the buyer all the features and advantages of a product, without describing its benefits. Another mistake is to present a solution before a buyer is ready to look at it. To win a sale, it is important that sellers know how and when to describe products and services to the buyer. Presenting Solutions distinguishes among features, advantages, and benefits and tells how – and when - to present solutions most effectively.|
|1.5 hrs||Closing the Sale||Knowing when to close is a key skill in selling. Sellers need to use their eyes and ears to spot the buying signals that tell it is time to close, and then they need to act on them quickly. Closing the Sale helps the buyer to recognize the verbal and non-verbal signs that indicate that the buyer is ready to be asked for the order. This course also instructs the seller in the use of a three-stage approach to close a sale: summarize the agreed benefits, propose an action plan, and wait for the answer.|
|1.5 hrs||Buyer Reactions||Sellers often fail to take full advantage of a positive comment from a buyer. Buyer Reactions outlines the steps – acknowledge, expand, probe - to leverage a favorable buyer reaction, and it makes recommendations for eliciting feedback from buyers who are low reactors. In addition, this course gives five steps for handling objections raised by buyers - listen, rephrase, test, isolate, and answer – and outlines the methods for handling different types of objections, including doubt, misunderstanding, disadvantage, and price.|
|1.5 hrs||Concluding a Call||Concluding a call is one of the most frequently neglected areas of selling. The last few minutes of a call can influence how successful a seller is with that buyer in the future. Concluding a Call recommends five guidelines for concluding a call - be relevant, be yourself, think about the desired result, plan carefully, and reserve time. This course also gives six steps for structuring the conclusion of a meeting: summarize key points, arrange follow-up meeting, decide on purpose, agree on tasks, get feedback, and thank the buyer.|