Sales Skills Essentials

Course Outline

Module 1: Developing a Selling Attitude

• Understanding customer relationships
• Belief in product, prices, and sales program
• Effective delivery
• How sales tactics have changed over time
• The characteristics of successful salespersons
• The role of sincerity in building trust
• The 4 keys for maintaining a positive sales attitude.

---

Module 2: Building Product Knowledge for Sales

• The importance of product knowledge
• Building and maintaining product knowledge
• Communicating product information effectively
• The role that emotion plays during the buying process
• The difference between features and benefits
• Communicating value and connecting wants and needs to products

---

Module 3: Presenting for Sales

• The importance of an effective delivery
• Guidelines for effective and professional sales presentations
• Asking effective questions
• Handling curveballs and stagnant conversations

---

Module 4: Understanding People and Buying

• The 7 reasons that people buy
• The psychology behind buyer behavior

---

Module 5: Selling, Step-by-Step

• The six steps of the sales model:
• Build Rapport
• Qualify
• Offer a Solution
• Overcome Objections
• Offer Other Solutions
• Close Positively

Who Should Attend

• Agents

What You Will Learn

• Techniques for avoiding escalations
• Understanding and managing stress
• Controlling the call
• Choosing your words
• Managing difficult customers

Pricing

Duration:

2.5 hours

Pricing:

# of Students	Price Per Student
1-4	$199
5-15	$169.15
16-29	$139.30
30-59	$119.40
60+	Custom Pricing

 

To purchase a course for 5+ students, please complete the form below:



If you have questions about which course is right for you, an ICMI Account Manager is available to help. Complete the Request Information form to speak with your Account Manager.