|
Here is a complete informational listing of the courses in the
PrimeSales™ curriculum. Please note, these courses are available
exclusively at the curriculum level and cannot be purchased separately.
| The
Selling Process (PS001) |
|
Course |
Description
|
|
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. |
|
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. |
| 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. |
| 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. |
| Communicating
Effectively (PS002) |
|
Course |
Description
|
| 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. |
| 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. |
|
Written Communications |
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. |
| 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. |
| Starting
the Sale (PS003) |
|
Course |
Description
|
|
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. |
| 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. |
|
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. |
| 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. |
| Concluding
the Sale (PS004) |
|
Course |
Description
|
|
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. |
| 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. |
| 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. |
| 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.
|
|
