Sales Cycle-Management

Sales Cycle-Management

Course Format and Options:

• The Sales Cycle-Management Curriculum consists of 12 Modules. Each Module (or course bundle) comprises 5 course topics.

• It is recommended to do the 12 Modules over a 12 month period, so that you have sufficient time to complete each module without putting yourself under pressure, plus the opportunity to apply the principles of each module and make them a habit.  For people who are fast learners or who have a bit more time, it is quite feasible to complete two modules per month.

• There is an Accountability Meeting with a personal Coach at the end of each module, to help you apply the principles to your specific situation and to assist you with a Goal Action Planner (GAP) if required.

• Personal choice and flexibility to suit individual needs: If you do not wish to do the entire curriculum, you may select individual modules and only register for those modules. Pricing is per module.

• Although it is not recommended, in the case of restricted budgets, you can choose to do the eLearning modules without the Accountability Meetings or the benefit of a personal Coach. However, you can choose to have the Accountability Meetings and the benefit of a personal Coach for selected Modules only, to suit your budget. This adds to the overall flexibility of the wonderful Chart Learning courses 

1. PROSPECTING

• Psychology of Prospecting

• Prospecting Campaigns

• Telephone/Voice Mail Return

• Warm Call Referral Prospecting

• Dealing with Indifference

2. QUALIFYING

• The “Big Five” Qualifiers

• Categorizing/Organizing Leads

• Buying Influencers and Complex Sales

• Sales Funnel Stages for Advancing

• Developing Buying Interest

3. BUILDING RAPPORT

• Greetings and Introductions

• Business Etiquette and Customer Care

• Building Trust and Respect

• Confidence in Any Situation

• Building Positive Relationships

4. QUESTIONING

• Introduction to STēR Questions

• Pinpointing Needs

• Finding Problems

• Building Needs

• Questions that Sell for You

5. LISTENING

• Authentic Listening

• Increasing Concentration

• Building Curiosity

• Gaining Clarity

• Critical Listening

6. PRESENTING/RECOMMENDING

• Planning Persuasive Presentations

• Preparing Presentations that Sell

• Practicing for Perfect Delivery

• Presenting with Impact

• Avoiding Mistakes and RX for Anxiety

7. INFLUENCE TECHNIQUES

• Appropriate Use of Power

• Six Influence Techniques

• Getting Others to Follow Your Lead

• Influencing Change

• Credibility: Maximizing Core Influence

8. NEGOTIATION SKILLS

• Intro to Negotiation and Strategy

• Planning Effective Negotiations

• Opening Win-Win Discussions

• Exploring Win-Win Alternatives

• Reaching Agreement and Tactics

9. OBJECTIONS

• Psychology Objections & Concerns

• Preventing Objections & Concerns

• Steps for Handling Objections

• Resolving Objections Scripts

• Resolving Concerns in Large Sales

10. CONFIRMING/CLOSING

• Psychology of Confirming Sales

• How to Ask for the Business

• Increasing Closing Ratios

• Confirming Different Buyer Styles

•  Getting to Yes

11. FOLLOWING THROUGH

• Upselling Opportunities

• Preventing Buyer’s Remorse

• Email Etiquette Follow Through

• Customer Feedback and Satisfaction Keeping           

• Customers for Life

12. BUILDING REFERRALS

• Psychology of Building Referrals

• How to Ask for Referrals

• Quick-Results Referral Techniques

• Strategic Referral Techniques

• Networking Your Way to the Top