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Professional Selling Skills

4.225 View Feedback

Professional Selling Skills is a workshop designed for individuals responsible for business development and/or have a customer-facing role. Critical selling skills taught in this program enable the participant to achieve annual sales goals and develop and nurture customer relationships at the appropriate levels within their clients' organizations. Using the Logical Selling Process, participants apply sales tips and techniques to develop relationships and close business.

Learning Objectives

  • Introduce the Logical Selling Process to guide the participants through the selling process
  • Improve oral commuincation skills, specifically questioning and active listening skills
  • Establish guidelines for creating clear, concise and coherent emails
  • Develop an initial benefits statement to use in the selling process
  • Provide a variety of sales tips and techniques that can be used throughout the logical selling process
  • Enhance participant effectiveness in all business development activities through relevant application of sales strategies
  • Assess the impact of one's communication efforts on others
  • Practice various approaches to closing the sale

Topics & Content

  • Pre-call planning
  • Getting through to your audience
  • Developing an initial benefits statement
  • Effectively using email and voice mail
  • Questioning techniques
  • Discovering the prospect's needs
  • Determining the right solution
  • Overcoming objections
  • Qualifying your contact as the decision maker
  • Techniques to close the deal
  • Managing multiple account

Course Information

Course Code: PD301
Duration: 1 day
Targeted Audience: This course is designed for all personnel in the private or public workforce at the novice or entry level sales position.
Accreditations:

  • OPM - 7 CLP(s)
  • SHRM - 7 PDC(s)

Course Feedback


What parts of the workshop were most valuable and/or beneficial to you?

Communication concepts.

Concepts.

Group discussion on varying techniques used by team members.

Group discussions. Charts about questioning, listening and closing.

Message, receiver, sender and feedback.

Open conversation.

Open discussions.

The group discussions.

The interactive activities.

The introductory period during which we did some role-playing.

The material.

The real-life examples. The role-plays were also useful.

The team interactions.


What improvements should be made to the workshop?

Consider not printing out the slides.

Double sided printing, no need for big binders.

Maybe more hands-on activities by which each student practices a technique and receives constructive feedback.

More exercises and activities.

More interaction.

More practicing sales techniques via role-play.

More role-playing, real-life demos, sample tactics, videos?

More structured interaction and less conversations that were not tied directly enough to the instruction.


Comments and suggestions for the facilitators

Good refresher of basic concepts, would have preferred more challenging introspection and practice.

More focus on sales rather than communications.

Thank you!

The instructor was very knowledgeable and pleasant.


Imagine that a coworker asks: what was the workshop like for you? How will you respond?

Enjoyable and thought-provoking, but lacked structure interaction.

Good introductory course.

Good, it focuses on building a customer relationship.

Informative.

Interesting, beneficial in understanding selling concepts.

It was a good refresher of sales communication training.

It was good. I like it.

Nice refresher with some good material.

Provided a good refresher of communication and listening techniques, and provided sales techniques as well. A good "sharpen the saw" class.

The workshop was a great avenue for our team to really talk about all of the different good things we have going on.


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