Page 70 - Dale Carnegie Course Catalog

Master the Selling Process
Primary Competency Categories:
The ability to apply learned skills is the most important measure of participation in a training program. This session will give you the opportunity to demonstrate the sales process. Practicing a sales presentation in front of colleagues provides a safe environment for feedback before trying new concepts in front of actual buyers. Us- ing a proven, repeatable process creates more consistency in the marketplace, and reinforces competitive advantages when custom- izing solutions to each buyer. Salespeople have to opportunity to identify best internal practices and capitalize on the strengths of the
At the completion of this module, participants will be able to:
 Tie the sales process together
 Deliver a sales presentation, customized to your business
 Assess your colleagues on their ability to present solutions
• Customer Acquisition
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization.
• Communication
Advances the abilities of individuals and the organiza- tions through active listening supported with meaning- ful oral and written presentation of information.
Motive and Commitment
Primary Competency Categories:
Throughout the sale, the buyer is constantly evaluating what is being said and done. Buyers may respond verbally, physically, or emotionally to the concepts and materials that are presented. These responses can be buying or warning signals. You must pos- sess the ability to recognize these signals, accurately interpret them, and respond appropriately.
At the completion of this module, participants will be able to:
 Evaluate buyer perspectives to move the sale forward
 Engage the prospect’s emotions in the buying process
 Practice six methods to ask for the sale with confidence
• Customer Acquisition
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization.
Negotiations: Collaborate to Win
Primary Competency Categories:
POWERFUL PEOPLE SKILLS INSPIRING PRESENTERS 69 LEADERS WHO BUILD AMAZING SERVICE
Whether you are selling, managing, collaborating or purchasing, you are most likely involved with negotiations every day of your life. Negotiation is the part of these processes during which you try to reach common ground. To develop long-term relationships, you want all stakeholders to feel they got a fair deal and that want to do business together again. In the end, if you have approached the negotiation looking for a win-win outcome, you can make it a posi- tive experience for everyone involved: your customers, your organi- zation, and yourself.
At the completion of this module, participants will be able to:
 Plan to avoid negotiating mistakes
 Understand the characteristics of an effective negotiator
 Expand the issues of negotiations beyond price
 Learn a process for negotiations
• Customer Experience
Creates an environment with customers to maintain a positive long-term relationship. Leverages positive ex- periences to create customer loyalty and a desire for them to be a champion for our organization.
• External Awareness—
Sees things from multiple points of view. Is mindful of how actions impact others. Keeps up to date with is- sues that affect areas of responsibility.
• Attitude
Maintains a friendly, positive, and enthusiastic outlook.