Learn To Sell! Training Subjects Included in Sales Training by Jim Parker.

Training Subjects

Critical Selling Knowledge

Why does it matter?
How you sell is just as important as what you sell.
What does it cover?
	•	What are you selling?
	•	How are you selling?
	•	Consultative Selling

Selling Yourself Professionally & Motivation

Why does it matter?
If you can’t sell yourself you will have extraordinary difficulty selling anything.
What does it cover?
	•	Trust
	•	Attitude
	•	Confidence
	•	Likeability
	•	Motivation

Creating and Selling Competitive Advantage

Why does it matter?
Less than 1% of sellers clearly communicate their competitive advantages. They use soft non-specific claims.
What does it cover?
	•	Why should I buy from your company rather than your competitor?
	•	Review and development of your competitive advantages and strengths
	•	Features, advantages, benefits & proof
	•	Understanding & designing short direct hits and a unique selling promise

Creating and Selling Value

Why does it matter?
In my experience, most sales professionals do at least one of the following:
	•	Communicate value before understanding what is valuable to the customer
	•	Sell on price
	•	Struggle to identify and create value for a customer
What does it cover?
	•	Value, Price & Benefits
	•	Value Identification
	•	Commoditization
	•	Creating and Measuring Value

Prospecting and Sales Calls

Why does it matter?
New customers are the lifeblood of almost every business. Over 73% of Canadian sales people are traditional sellers who:
	•	Are usually poorly prepared for sales calls
	•	Seldom ask enough feedback questions
	•	Miss opportunities because they don’t hear them
	•	Need to improve their ability to discover more opportunity in existing accounts
	•	Ask the customer to define the solution
	•	Chase the decision-maker instead of understanding the decision-making process
What does it cover?
	•	Develop Your Selling Strategy
	•	Telephone Skills to Advance the Sale
	•	Designing Relevant Questions
	•	Creating Value through problems, solutions and opportunity
	•	Discovering and Developing opportunity
	•	Understanding the Decision-Maker and the Decision-Making Process
	•	Strategies for Securing New Business, Breaking Customer Loyalty & Comparison Shopping
	•	Key Benefits / Hot Buttons

Presenting, Handling Resistance and Closing

Why does it matter?
Over 73% of Canadian sales people are traditional sellers who:
	•	Present too early in the buying process
	•	Present the same way to every customer
	•	Jump in with solutions before fully understanding the situation
	•	Offer solutions before the customer is ready to hear them
	•	“Wing it” when asking questions and giving responses
	•	Discount prices and “give away” because they struggle responding to “Your price is too high”
	•	Leave money on the table in order to close the sale
	•	Guess at when to close a sale
What does it cover?
	•	Presentation Strategies
	•	Creating a Vision
	•	Exceeding Customer Expectations
	•	Effectively Handling Your Buyer’s Concerns, Objections & Resistance
	•	Know When and How to Obtain Commitment
	•	Buying Signals
	•	Indirect Closes and Direct Closes

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