Description
Duration: 5 days
This course teaches students the fundamentals of the selling process, negotiating, and time management. In this course, students learn how to understand sales terminology, establish professional behavior, handle clients, and create effective sales presentations. Students will also learn how to help clients envision their needs, This 5-day unique offering brings sales, negotiation and time management under one learning umbrella and teaches students the skills necessary to excel in all three key areas. Whether you want to start in sales or learn the fundamentals of time management, this interactive hands-on practical course will help gear your career towards the right path.
Prerequisites
Newly appointed sales and individuals aspiring to gain the necessary skills in sales.
What’s included?
- Authorized Courseware
- Intensive Hands on Skills Development with an Experienced Subject Matter Expert
- Hands-on practice on real Servers and extended lab support 1.800.482.3172
- Examination Vouchers & Onsite Certification Testing- (excluding Adobe and PMP Boot Camps)
- Academy Code of Honor: Test Pass Guarantee
- Optional: Package for Hotel Accommodations, Lunch and Transportation
With several convenient training delivery methods offered, The Academy makes getting the training you need easy. Whether you prefer to learn in a classroom or an online live learning virtual environment, training videos hosted online, and private group classes hosted at your site. We offer expert instruction to individuals, government agencies, non-profits, and corporations. Our live classes, on-sites, and online training videos all feature certified instructors who teach a detailed curriculum and share their expertise and insights with trainees. No matter how you prefer to receive the training, you can count on The Academy for an engaging and effective learning experience.
Methods
- Instructor Led (the best training format we offer)
- Live Online Classroom – Online Instructor Led
- Self-Paced Video
Speak to an Admissions Representative for complete details
| Start | Finish | Public Price | Public Enroll | Private Price | Private Enroll |
|---|---|---|---|---|---|
| 9/23/2024 | 9/27/2024 | ||||
| 10/14/2024 | 10/18/2024 | ||||
| 11/4/2024 | 11/8/2024 | ||||
| 11/25/2024 | 11/29/2024 | ||||
| 12/16/2024 | 12/20/2024 | ||||
| 1/6/2025 | 1/10/2025 | ||||
| 1/27/2025 | 1/31/2025 | ||||
| 2/17/2025 | 2/21/2025 | ||||
| 3/10/2025 | 3/14/2025 | ||||
| 3/31/2025 | 4/4/2025 | ||||
| 4/21/2025 | 4/25/2025 | ||||
| 5/12/2025 | 5/16/2025 | ||||
| 6/2/2025 | 6/6/2025 | ||||
| 6/23/2025 | 6/27/2025 | ||||
| 7/14/2025 | 7/18/2025 | ||||
| 8/4/2025 | 8/8/2025 | ||||
| 8/25/2025 | 8/29/2025 | ||||
| 9/15/2025 | 9/19/2025 | ||||
| 10/6/2025 | 10/10/2025 | ||||
| 10/27/2025 | 10/31/2025 | ||||
| 11/17/2025 | 11/21/2025 | ||||
| 12/8/2025 | 12/12/2025 | ||||
| 12/29/2025 | 1/2/2026 |
Curriculum
I. Sales fundamentals
The sales process, elements of selling and understanding sales terms
II. Your professional self
Developing your character, managing yourself, and handling clients.
III. The sales presentation
Anticipating objections
Creating a sales presentation
Responding to objections
IV. Gaining customer commitment
Building relationships
Demonstrating the need
Satisfying the need
V. Studying the market
Sales strategies
Analyzing markets and competitors
Researching clients
VI. Developing a winning strategy
Consulting with clients
Developing solutions
VII. Effectively closing a sale
Demonstrating the benefits
Confirming commitment
Closing the sale and following up
VIII. Preparing for telesales
Preparing the work-space
Preparing to write telesales scripts
IX. Essentials of telesales
Communication essentials
Handling telesales calls
X. Prospecting
Generating telesales prospects
Interacting with prospects
Cold call strategies
XI. Closing a sale
Closing sales over the telephone
Addressing telesales challenges
Maximizing telesales performance
XII.Preparing to Negotiate
Establish a Successful Mindset
Research the Other Party
Determine the Value of the Item Being Negotiated
Determine Where You’d Like Negotiations to Take Place
Establish Your Best- and Worst-Acceptable Outcomes
Research Your Best Alternative to a Negotiated Agreement (BATNA)
XIII. Initiating Negotiation: Establishing the Ground Rules
Establish Rapport
Establish Your Status
Choose the Communication Method for Negotiation
Establish the Rules of Engagement
Set a Timeline
Establish How Negotiation Results Will Be Communicated and Implemented
XIV. Negotiating
Encourage the Other Party to Issue the First Proposal
Make the First Proposal
Counter the Offer or Proposal
Accept an Offer or Abort Negotiations
Work Through an Impasse
XV. Following Through
Evaluate the Success of the Negotiation
Follow Up on the Relationship
XVI. Negotiating in Special Circumstances
Cross-Cultural Negotiation
Cross-Generational Negotiation
Negotiation with Supervisors and Subordinates
XVII. Defining Goals
Define Time Management
Describe Your Dreams
Identify Regrets
Articulate Goals XVIII. Analyzing Energy Allocation
Identify How Energy Is Spent
Analyze Tasks
Analyze Time Usage
Analyze Energy Flow
XIX. Identifying Personal Style
Review a Successful Day or Project
Analyze Your Preferences
Identify Personal Strengths
Identify Personal Motivators
Reduce Time Wasters
XX. Assembling the Toolbox
Negotiate for Success
Delegate Tasks
Choose Tools that Work for You
XXI. Creating an Action Plan
Create the Action Plan
Evaluate the Time-Management Process
