Sales: Prospecting, Qualifying, and Completing

Course Outline

Duration: 2 Days

Description: This course, rated 4.9/5.0 in overall quality by ProCert Labs, introduces students to the sales model developed by iSpeak. Students will learn the organization, communication, and personal motivation skills that every salesperson needs. They will also identify and examine each stage of the selling process: prospecting, qualifying, presenting, completing the sale, and servicing. Comes with CertBlaster software (download) and a companion CBT program.

Course Contents:

Unit 1: Introduction to selling

Topic A: Introduction to buying and selling

Topic B: The sales model

Unit 2: Sales skills

Topic A: Organization

Topic B: Communication

Topic C: Personal motivation

Unit 3: The sales process

Topic A: The selling process

Topic B: The buying process

Unit 4: Prospecting

Topic A: Introduction to prospecting

Topic B: Prospecting methods

Topic C: Phone prospecting

Unit 5: Qualifying

Topic A: The qualifying process

Topic B: The questioning process

Unit 6: Presenting

Topic A: Selling process and strategy

Topic B: Buyer types

Topic C: Presenting to buyers

Unit 7: Completing

Topic A: Negotiating

Topic B: Closing the sale

Unit 8: Servicing

Topic A: Customer service

Topic B: Service as a process

Unit 9: Using what you've learned

Topic A: The implementation phase

Topic B: Resources and tools