Sales and Marketing Training Series

Boost Your Sales and Marketing Skills

A comprehensive approach to sales is needed in this competitive business environment.  In this course, you will learn about E-Mail Marketing, Guerrilla Marketing, Trade Show Selling, Marketing your Website, Online Advertising, Targeting your Market, Seven Selling Steps, Closing a Sale, Getting Out of a Sales Slump, and the Keys to a Successful Marketing Campaign.

 

Overview

Due to increased competition and cutthroat pricing, a higher level of sales and marketing skills is essential in today's marketplace. You need to get out there fast to effectively disseminate your company's name and brand. You need to find new prospects and cultivate repeat customers. This Sales and Marketing training course will help you effectively build your brand, garner new business, and close the sale (please call for multi-user license).

Features & Benefits of this Sales and Marketing Training:

  • Bring the classroom to your home or office
    This online video training course provides a classroom learning experience on a computer. Students can play, pause, or rewind the lessons.
  • Lessons are easy and fun to learn
    The lessons are designed to be easily understood. Animations and graphics keep the student’s interest.
  • Skill Assessment
    Training software can be installed on a PC or laptop.
  • Progress Report
    Quickly locate relevant lessons or reference seldom used commands.
  • Technical Glossary
    Work your way from Beginner to Advanced level topics.
  • Printable Version of Course
    Make the most of your learning experience by opening the included project files.
  • Downloadable Instructor Slides
    Track the lessons you’ve completed or restart a lesson exactly where you left off.
  • Multimedia Video Training
    The lectures were recorded and presented in Full Motion Video, Audio, Graphics, & Animations.

Course Outline - Sales and Marketing Training Series:

(Video Lessons, Demonstrations, and Dramatizations)

E-Mail Marketing

Using the correct e-mail marketing techniques can increase the brand awareness of your business. Watch as Jim Sterne, internationally known Internet marketing consultant, author and lecturer, discusses how you can use e-mail to attract customers to your company Web site.

Guerrilla Marketing

Today, traditional marketing practices can be very expensive and complex. This course simplifies these complexities, eliminates the high costs and explains how companies can use marketing to generate profits from minimum investments. This program will help you define and understand guerrilla marketing practices. You'll also learn important guerrilla marketing secrets that will allow you to have a competitive advantage.

- Guerrilla Marketing
- What Is Guerrilla Marketing?
- Intelligence Marketing
- The Guerrilla Marketing Plan
- Marketing Secrets

Guerrilla Trade Show Selling

At a trade show, you only have a few seconds to pull in potential customers. During this program, you'll learn effective strategies on how you can increase your sales on the trade show floor. You'll also learn how to avoid the six deadly trade show selling sins, how to make first contact with customers, how to connect QUICK and how to close a sale using Guerrilla techniques.

- Essential Trade Show Selling Skills
- Making First Contact
- Ten Things That Drive Visitors Nuts
- Tips on Making Contact
- How to Connect QUICK
- Wrapping Up and Moving On
- Closing the Sale

Marketing Your Web Site

Winning Internet companies make first-time visitors repeat customers. Watch as Mohan Sawhney, Tribune Professor for Electronic Commerce and Technology at Kellogg Graduate School of Management, Northwestern University, offers tips on how to better market your Web site.

New Rules of Online Advertising

A smart banner ad can bring thousands of eager customers to your site. Watch as Jim Sterne, internationally known Internet marketing consultant, author and lecturer, describes the new rules to help promote your product most effectively on the World Wide Web.

Sales Skills for Call Centers

Customers never see or meet the person they call when making a transaction by telephone. Because of this, the role of a call center professional, whether an advisor, operator, sales or service rep, has never been more important. This program is designed to provide you with tools and techniques to ensure a successful customer outcome.

- Sales Skills for Call Centers
- Starting Off
- Staying Motivated
- Making the Connection
- Greeting Courtesies
- Turnoffs
- Communication Effectiveness
- Closing a Call

Target Your Market

Targeting the right market for your product or service can make or break your company. Watch as Steve Mott, president of BetterBuyDesign.com, discusses how to identify and leverage your market opportunity.

The Influence Edge and Sales

Using influencing skills while selling can be crucial in demonstrating how your product or service can meet your customer's needs. During this program, you'll learn the four stages in the sales cycle and how to use influence behaviors while selling. You'll also learn how to handle customer's objections by using influencing behaviors.

- Pre-Sale Planning Stage
- Preliminary Stage
- Exploring Stage
- Closing Stage
- Handling Objections

Track Selling Step 1: Approach

Step One of the Track Selling System, Approach, is just what it sounds like: getting to know your prospect, introducing yourself and establishing rapport. During this program, you'll learn the importance of the introduction during a sales call and ways to build rapport with prospects. You'll also learn how to sell yourself to a prospect and how long the rapport-building portion of your sales presentation should last.
Topics

- The Initial Introduction
- The Five Buying Decisions
- Building Rapport
- Selling Yourself
- Sales Cycle of Rapport-Building

Track Selling Step 2: Qualification

During Step Two of the Track Selling System, Qualification, you help your prospects determine exactly what they need. Then, you gear the rest of your presentation to meeting those needs. During this program, you'll learn the three critical qualification questions to ask, as well as specific types of questions to use to keep your prospects talking. You'll also learn how much time to spend on qualification and how to handle problems as they come up.

- Qualification Questions
- Keep Your Prospect Talking
- Handling Problems
- Importance of Qualification

Track Selling Step 3: Agreement On Need

In Step Three of the Track Selling System, Agreement on Need, you need to make sure you and your prospect are in agreement, working to achieve the same goals. During this program, you'll learn how to summarize information you've received from your prospect. You'll also learn what to do if the prospect doesn't agree and how to use Agreement on Need in multiple sales calls.

- Summarizing Information
- When the Prospect Doesn't Agree
- Multiple Sales Calls

Track Selling Step 4: Sell the Company

During Step Four of the Track Selling System, Sell the Company, you'll help your prospect make a positive decision about your company. During this program, you'll learn how to use a transition question to begin selling your company. You'll also learn ways to supply your prospect with information about your company and how to help your prospects decide your company has integrity and is able to perform as promised.

- Sell the Company
- Transition Question
- Ways to Provide Information
- Selling Your Company

Track Selling Step 5: Fill the Need

During Step Five of the Track Selling System, Fill the Need, all the careful groundwork you've been laying will begin paying off. You now show your prospects precisely how your product or service solves their problems or fills their needs. You also help your prospect make positive decisions about your product or service, as well as the price. During this program, you'll learn how to use the Feature/Benefit/Reaction sequence. You'll also learn how to appeal to your prospect's needs, not necessarily to the consumer's.

- Feature/Benefit/Reaction Sequence
- The Heart of Your Presentation
- Features and Benefits

Track Selling Step 6: Act of Commitment

During Step Six of the Track Selling System, Act of Commitment, is the time to ask for the order, the time to ask for whatever act of commitment you have as your objective for your sales call. During this program, you'll learn the importance of the close and how to ask for the order using the first close. You'll also learn how to handle objections and use subsequent closes.

- Act of Commitment
- Asking for the Order
- Handling Objections
- The Second Close
- The Third Close
- The Fourth Close
- The Fifth Close

Track Selling Step 7: Cement the Sale

Step Seven of the Track Selling System, Cement the Sale, shows you how to keep your buyer satisfied after the sale. It's only the untrained salesperson, who thinks that once you've made your sale, your involvement is over. As a professional salesperson, you have the ability to help the prospect buy now and wear well. During this program, you'll learn how to cement the sale and identify ways to reassure your customers after the sale. You'll also learn how to cultivate the customer connection and the importance of the lifetime value of your customers. In addition, you'll learn the pluses and minuses of Customer Relationship Management.

- Cement the Sale
- Reassure Your Customers
- Cultivate the Customer Connection
- Value of a Customer
- Customer Relationship Management

Working Wounded: Closing a Sale

Getting the inside perspective is what you need when closing a sale. Watch as Bob Rosner, founder and syndicated columnist of Working Wounded, discusses how to find out what your customer really needs and how to explain the bottom-line value of what you're selling.

Working Wounded: Getting Out of a Sales Slump

Getting out of a sales slump isn't the easiest task for any salesperson. Watch as Bob Rosner, founder and syndicated columnist of Working Wounded, discusses how attitude, opportunities and technique will help keep you on top of your sales.

Working Wounded: Keys to a Successful Marketing Campaign

Marketing isn't just a department, it's everyone's job. Watch as Bob Rosner, founder and syndicated columnist of Working Wounded, provides tips on how to win with your marketing campaign.

Working Wounded: Making a Gatekeeper an Ally

Gatekeepers can help you get through to the person you need to contact. Watch as Bob Rosner, founder and syndicated columnist of Working Wounded, discusses how you can make a gatekeeper an ally. 

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