Overview

This course concentrates on the sales meeting - whether over the phone or in person - and how the Sales Rep can effectively move prospects through the sales cycle using a structured meeting process. Participants work on incorporating The Customer Tailored Sales Call Process into their sales meeting routine through interactive role plays and exercises based on their own account situations.

Utilizing this sales call process provides participants with a foundation to effectively open a meeting, probe for the customer's needs, handle objections, present a solution and close for the next step in the sales cycle. They learn how to adapt their questioning and solution presentation and to anticipate different objections based on where the opportunity is in the sales process. Sales Reps gain confidence in their ability to connect with customers and move the sales cycle forward.

Objective

Provide Sales Reps the skills necessary to move a customer efficiently and effectively through a sales meeting whether it is in person or over the phone.

Benefits

• Execute a proven sales meeting process in a professional manner to effectively and efficiently move opportunities through the sales cycle
• Quickly gain the attention and commitment of decision makers to close sales more rapidly
• Generate excitement and sustain a sense of urgency by accurately identifying customer needs
• Thoroughly question for needs to gain the customer's confidence in the rep, the company and the solution recommendations
• Effectively handle objections and recognize red flags to improve qualification and closing ratios
  

Additional Information

• Contact us at sales@klagroup.com