Basics of Effective Selling (30 Minutes)
After going through this module and using the QuicTools that are provided, the learner will be able to:

1. Prepare to sell.
• Know the customer and the business.
• Know the product.
• Develop qualified leads.
• Prepare themselves.

2. Conduct the sale.
• Set the call objectives.
• Initiate contact.
• Present the message.
• Close the sale.

3. Follow through on the sale.
• Structure a long-term relationship.
• Plan for more business.

1. Know her customers.
• Conduct evaluations.
• Analyze and communicate results.

2. Develop a customer focus.
• Provide extraordinary service.
• Create a customer friendly workplace.

3. Implement a customer service program.
• Establish a customer service strategy.
• Execute training programs.
• Reward excellence.

4. Maintain a customer friendly culture.
• Respond to problems.
• Handle difficult people.
• Keep service alive.

1. Prepare with professional sales techniques.
• Educate, focus, and prepare.
• Develop a strategic plan.
• Understand selling tactics.
• Customize her tactics.

2. Make the sale.
• Act on buying signals.
• Test with trial closes.
• Commit the prospect to action.

3. Confirm the sale.
• Anticipate challenges.
• Overcome objections.
• Finalize the sale.

Mastering Cold Calls (30 Minutes)
As a result of going through this course and using the QuicTools that are provided, the learner will be able to:

1. Plan for effective cold calling.
• Begin with basic preparation.
• Develop the presentation technique.

2. Grasp the fundamentals of cold calling.
Generate trusting relationships.
Maintain a winning mindset.
Understand the dynamics of cold calling.
Focus on needs and satisfaction.

3. Activate the plan.
• Break through initial barriers.
• Recognize concerns.
• Move to resolution.
• Be specific in follow-up.

Negotiating for the Sales Professional (30 Minutes)
As a result of going through this course and using the QuicTools that are provided, the learner will be able to:

1. Plan for success.
• Develop an action plan.
• Clarify the customer’s needs.
• Use an effective pricing strategy.

2. Build rapport.
• Understand his strengths.
• Understand the customer’s style.
• Develop an effective proposal.

3. Gain commitment.
• Identify and clarify the gaps.
• Stay on course.

4. Create winning results.
• Close the sale.
• Ensure lasting relationships.

1. Find the right pool of prospects.
• Continually search for potential customers.
• Know her prospect pool.
• Select those most likely to buy.

2. Make the qualifying call.
• Plan the call.
• Get to the right people.
• Ask the right questions.

3. Transition into requesting an appointment.
• Control the conversation.
• Provide solutions to prospects’ problems.
• Seek commitment.
• Follow up and follow through.

1. Understand negotiation.
• Decide when to negotiate.
• Develop her approach to negotiation.

2. Implement the negotiation process.
• Establish relationships.
• Compare needs.
• Plan and prepare.
• Follow the basic steps.

3. Apply effective tactics.
• Use leverage appropriately.
• Keep expectations high.
• Select a comfortable style.
• Maintain ethical standards.

1. Prepare to make the call.
• Know his product in the target market.
• Overcome gravity.
• Realize core dynamics of telephone sales.
• Perfect a solid skill set.

2. Move from preparing to doing.
• Pick up the telephone.
• Proceed with the presentation.

3. Close the sale.
• Determine the buyer’s interest level.
• Determine her stage in the sales process.
• Overcome objections.
• Finish the paperwork.