Thursday, November 15, 2018
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Introduction to Consultative Selling

Course Overview 

Consultative selling techniques are all about the dialogue between the salesperson and the customer. The word "dialogue" in its roots means “to learn.” In Consultative Selling and Needs-Based Selling, the salesperson learns about the customer's needs before talking about their product.  

Introduction to Consultative Selling is the first introductory module in our Enterprise Sales Program and is for those new to their sales role or are transitioning from an inside sales position. This course will take you through the basics of selling and concludes with an introduction to the principles of managing a sales funnel. Consultative Selling can be challenging, this course will also provide best practices to stay motivated and excited about meeting your sales targets.   

There are no required text for this module, all needed materials will be provided.

Course Topics

  1.  Selling Basics
  2. Prospecting Techniques
  3. Understanding the Buyer
  4. Incoming & Outbound Sales Calls
  5. Sales Process
  6. Theory of Closing
  7. Closing Strategies
  8. Internet Lead Response
  9. Sales Pipeline Management
  10. Top Traits of Sales People
  11. 100 Ways to Stay Motivated

Upcoming Course Dates

The next available course date is: TBD

Course Delivery

This course is delivered in person. Each student will get 21 hours of instructional time. 

Day 1 & 2 - WHY WE SELL - 1:00 p.m. - 5:15 p.m.

  1. Selling Basics
  2. Prospecting Techniques
  3. Understanding the Buyer
  4. Incoming & Outbound Sales Calls

Day 3 & 4 - MEASURING YOUR SUCCESS - 1:00 p.m. - 5:15 p.m.

  1. Sales Process
  2. Theory of Closing
  3. Closing Strategies
  4. Internet Lead Response
  5. Sales Pipeline Management

Day 5 - IMPLEMENTING - 1:00 p.m. - 5:00 p.m.

  1. Top Traits of Sales People
  2. 100 Ways to Stay Motivated
  3. Team Roleplay
  4. Wrap-Up

Course Cost

This course costs $5250.00 + GST

Interested in Learning More?

alyssa tintinaglia NABI

Get in touch with Alyssa, one of NABI's community leaders at Alyssa@nabi.ca or call 780-460-1000. 

 

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NABI

Northern Alberta Business Incubator Society (NABI)


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Mission Centre 

13 Mission Avenue
St. Albert, AB  T8N 1H6

Email:     info@nabi.ca
Phone:   780.460.1000
Fax:        780.460.5074
 

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Campbell Centre

200 Carnegie Drive
St. Albert, AB  T8N 5A7

Email:     info@nabi.ca
Phone:   780.460.1000
Fax:        780.460.7205
 

Contact Us

Hours of Operation:
Monday to Friday 8:00am-4:30pm
Mountain Standard Time (MST)

Closed Saturday, Sunday and Holidays

Directions to NABI: Click Here

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