By: Set Sale  09-12-2011

Single Sessions or a Tailored Series :  • 2 hour • half day  • 1-2 day • 3-5 day

Follow up coaching is recommended to support recall and transfer to habit

Participants develop skills through theory and practical experiential learning based on discussion, case studies, examples, exercises and role-play in triads.  Courses are designed for consultative business-to-business roles including new and seasoned sales professionals, account managers, customer service and support specialists, consulting engineers, IT, legal or accounting professionals.

Your instructor has the practical experience in chemical, technology, software and oil and gas industries to work with your real world challenges and examples during the training. We can assist you in defining what problem you are trying to solve with training and whether training is the right answer. Program length and content can be customized from component modules and your real world cases.

Selling Fundamentals

Selling Skills



Marketing and Sale Basics: Introduction to Your Role and Responsibilities

Professional Selling Basics: For the Technical Professional

Handling the Dissapointed and Upset Client How to Plan and Facilitate Effective Meetings for Brain Storming, Discussion, Decision Making, Planning and Problem Solving

Communication Styles: Your Impact, Building Rapport and Trust

Selling Services: A Different World Than Selling Products Listening Skills Developing a Team Charter
Prospecting and Cold Calling: Developing Confidence and Skill   ABQ2 - Asking Better Quality Questions Developing Collaborative Skills in Teams
Discovering Buyer Needs and Wants: Keys to Powerfully Differentiate Your Services Consultative Selling Skills: Learning about Your Buyers and Their Decision Process Selling Value and Benefits: Defend Your Price Coaching Basics for Project Managers
The Selling Conversation: A model to advance the sale. Discovering Buyer Needs and Wants:  Keys to Powerfully Differentiate Your Services

Soliciting and Handling Objections and Buyer Resistance

Effective Business Development Activities with Current and Prospective Customers
  Strategic Account Management
Presentation Skills
Negotiating: Schedules, Fees and Deliverables
  Preserving, Strengthening, and Expanding Client Relationships
Networking Skills 
Dealing with Angry, Difficult or Ambivalent People
  Trades Shows: Effective Preparation and Show Behavior Boardroom Presence  
  Preparing for your next client meeting Telephone Selling and Customer Service Skills  
  Conducting an Effective Selling Meeting