SELL 115 - Fundamentals of Technical Sales
This course introduces you to effective sales processes for technical products, teaching you a "Trusted Advisor" approach to selling. Sales topics include building relationships, understanding the buyer, effective presentations, needs analysis and using a strategic process for new business pursuits. You'll learn the secrets to handling objections and closing the sale. Concepts are practiced in the classroom to give you hands-on experience before applying them back in the workplace.
Upon completion of this course, you will be able to:
define the consultative sales approach to value selling
recognize the roles of the sales teams
understand the sales funnel and pipeline to effectively manage clients
set and achieve personal and professional sales goals
develop long term relationships with your customers
develop strategies to adapt to challenging customers & circumstances.
Unit 1: Fundamentals of Technical Sales
Describe the 7 Stages of the Sale
Describe the roles of the Technical Sales Specialist in organizations.
Compare and contrast technical sales with other forms of sales.
Identify the differences between selling value versus pushing products.
Identify the key elements of a “trusted advisor” approach to relationship selling.
Improve your Product, Company, Industry & Customer knowledge
Recognize the characteristics of a professional salesperson
Unit 2: Key Communication Skills
Understand Workplace Communication and the language of Sales
Explain the steps to Gain Rapport
Develop tools to gain the attention of a prospect
Understand the process of the Explore to Discover
Improve you Active listening skills
Develop and recognize non-verbal communication skills
Develop strategies for handling customer complaints
Unit 3: Interpersonal Skills
Identify common personality styles and strategies for building productive relationships
Understand your own personality style
Utilize key customer service skills for follow-up, follow-through and customer maintenance
Learn the steps for handling customer complaints
Develop Strategies to adapt to difficult customers
Unit 4: Sales Process
Recognize the characteristics of the buyer’s process
Understand the dynamics of the sales call
Provide Customer Centered Solutions
Master Customer Objections
Recognize the buying signals
Employ effective closing techniques to complete a sale
Set SMART goals
Unit 5: Prospecting & Networking
Identify sources of new business
Discuss the benefits of business networking
Implement networking principles
Use effective tools to gain referrals and testimonials
Identify and avoid obstacles
Understand both funnel and pipeline strategies
Prepare SWOT as part of the strategic plan
Implement social media strategies in your strategic plan
Develop a Personal Strategic Plan
Unit 6: Presentation
Define key principles of effective sales presentations.
Apply principles for effective presentation of technical information.
Apply best practices to achieve customer buy-in using demonstrations and pilots.
Describe key elements of hosting a successful customer event.
PrerequisitesThere are no prerequisites for this course
Applies Towards the Following Certificates
- Sales for Technical Professionals Certificate of Completion : Required Courses