From prospecting to cross-selling, we have a variety of business development and sales courses to meet your staff’s training needs. Whether you are looking for a one hour seminar, a half-day workshop, a customized certificate program, virtual training, or a topic for your next staff development day, we can help!
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Click on each course title to read the full description. Video previews are also included for some courses; look for the play button icon .
This course is designed to help reinforce the skills needed to develop new business opportunities and enhance existing business. The course will focus on the fundamentals of setting objectives, provide an overview of the needs-based selling process, help employees prepare for customer calls, identify the steps of making a sales call (from initial contact through closing the call and achieving desired results), help employees overcome common objections, and reinforce listening skills. Through scenarios and role-play, participants will develop the tools needed to network effectively and find additional future business prospects.
In this course, participants will learn the sales technique of cross selling (also called suggestive selling), which will help them boost sales and better meet the needs of their customers. The course will discuss how to create rapport with a customer, what questions to ask to determine a customer’s additional needs, active listening, how to present additional products, and how to handle objections effectively.
Cross Selling Video Preview
Customer-Focused Sales Strategies
This program will provide participants with sales skills and knowledge that use the employee’s understanding of the customer to make smart sales decisions. Employees will learn skills for creating positive customer connections, gain listening and questioning skills, and acquire an understanding of what is valuable to customers. Participants will also learn to see the sales process from both the buyer and seller’s perspective.
Customer-Focused Sales Strategies Video Preview
Want to see more? Watch the extended video preview of this course.
Prospecting and Buyer-Focused Sales
Participants in this program will learn how to better identify potential customers and sell their goods and services more effectively by focusing their efforts on understanding and communicating with customers. The first half of the course will cover successful prospecting, with a specific focus on understanding the needs of potential customers. The second half of the course will help participants understand how to use understanding of customers to complete sales.
This workshop will provide participants with an interactive approach to negotiations. The program will identify negotiation as a fact of life and teach skills for both formal and informal workplace negotiations. Negotiation styles, types of negotiations, and obstacles to fair and effective negotiations will also be covered.
In this course, participants will learn the sales technique of suggestive selling (also called cross selling), which will help them boost sales and better meet the needs of their customers. Designed for the retail sector, the course will discuss how to create rapport with a customer, what questions to ask to determine a customer’s additional needs, active listening, how to present additional products, and how to handle objections effectively.
Interested in Bringing Business Development and Sales Training to Your Organization?
These courses can be customized to suit the needs and initiatives of any organization.
To find out how to bring these topics — or any of our other staff training courses — to your company, please request a free consultation or contact us:
Sharon Gutterman, Senior Program Coordinator