What Topics Are Covered?
The Science of Selling® combines 24 days of business, sales and life skills into a two-day, instructor-led program or a five-hour online program. Topics covered in the program include:
Salespeople are the biggest skeptics when it comes to training. It always amazes me how rookie and senior sales reps always enthusiastically embrace The Science of Selling.
- How people learn and retain information
- How to begin the customer dialogue and earn customer trust
- How to ask questions to identify customer needs
- How to document and share customer needs across your organization
- How to efficiently and effectively engage Sales Support resources
- How to plan a tactical sales strategy
- How to develop map your solutions directly to the customer's needs
- How to assemble a proposal
- How to tailor presentations based on the personality type of the buyer
- How to close the sale and negotiate win-win agreements
- How to handle customer objections or misunderstandings
- How to prospect
- How to set goals
- How to positively handle stress
- How to enhance creativity and innovation in the sales process
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