Course details
Sales Training Program - PMSA
PMSA Relationship Selling Online Course
This course, designed for the sales professional, provides knowledge of four essential aspects of successful selling: Preparedness, Making the sale, Saving the sale, and After the sale (PMSA). By the end of this course, you should be able to apply sound philosophies and customer service standards to any sales situation.
Course Overview
This course, designed for the sales professional, provides knowledge of four essential aspects of successful selling: Preparedness, Making the sale, Saving the sale, and After the sale (PMSA). By the end of this course, you should be able to apply sound philosophies and customer service standards to any sales situation.
Topics Covered
- Four elements of success
- The science of selling and the art that only you can provide
- Your most valuable commodity in selling
- The real goal of a sales presentation
Customer Service Standards
- 13 ways to ensure exceptional customer service
- Exchange in abundance
- How to set yourself apart from others
Preparedness
- Mentally, physically, and emotionally
- Setting goals
- Your most important statistic
- How to build your career
- The 13 keys to communication
Making the Sale - The Circle of the Sale
- Prospecting Clientele
- Initial contact
- Establishing trust in you and the company
- Telephone Techniques
- Building a person to person relationship
- How to eliminate the fear people have of you
- Selling Yourself and the store
Needs Assessment
- What questions to ask, when and how
- How to insure that your customers hear you
- The seven key questions
- The myth known as qualifying
- Insuring that your prospects trust you
Demonstration
- Creating value in your products
- Features, benefits, and more
- Getting your prospects involved
- Hearing "I'll take it" more often
Closing the Sale
- Adding-on - How, when, what
- Buying signs - How to recognize them
- Earning the right to close
- Seven magic closing techniques
Saving the Sale
- Objections
- Uncovering the true objection
- How to handle the objection
- Is it price or is it value?
References - How and when to use
- Turning over the sale
- Why, who, when, and how
After the Sale
- Solidifying the sale
- Building your client/referral base
- Your future/what happens after sale
Conclusion
- It is up to you
- Knowledge is power, if you use it
- Work for success, not money
This course takes approximately 240 minutes to complete
A passing grade of 70% or higher required. Up to 2 attempts are provided.
A certificate will be provided upon the successful completion of this course
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