Sales Effectiveness

Monday, November 19, 2012

  • Overview
  • Module

To improve the performance of the sales team, through developing the selling and negotiation skills of both inside and outside sales, as well as the leadership capability of the sales leaders

  • Client Development
  • Outside Sales Skills
  • Inside Sales Skills
  • Executive Selling Skills
  • Successful Negotiation
  • Foundation for Consultative Selling
  • Rapport
  • Interest
  • Solution
  • Objections
  • Motive & Commitment
  • Master the Selling Process
  • Successful Sales Leadership
  • Sales Performance Defined
  • Sales Meetings
  • Coaching Salespeople
  • Recruiting Salespeople
  • Hiring Salespeople
  • Uncover Sales Opportunities
  • Pipeline and Territory Management
  • Account Development
  • Rapport: Becoming a Trusted Advisor
  • Generate Interest Through Informed Discovery
  • Presenting Solutions to Buying Teams
  • Establish Return on Investment
  • Commitment Strategies
  • Negotiations: Leveraging Personality Styles
  • Negotiations: Collaborate to Win
  • Negotiations: Analysis
  • Negotiations: Presentation
  • Negotiations: Bargaining and Agreement
  • Negotiations Mastery

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