Sales Communications Essentials

Overview/Description
 For your value proposition to be perceived as credible and persuasive, you need to master how to craft and communicate your message. "Sales Communications Essentials" will help you cultivate the skills to successfully send your sales message. Think about it: sales professionals act as counselors by helping customers bring clarity to their wants and needs; act as persuaders, impressing customers with the value of offerings to fulfill their wants and needs; act as negotiators, helping to create mutually profitable transactions for all involved. In other words, sales professionals are also professional communicators. This course will help you to strengthen your sales communications skills, enabling you to communicate your value proposition with more persuasive power.

Target Audience
 This series will be useful for learners beginning careers as sales professionals, as well as for seasoned sales people who are seeking to take their careers to the next level. As with all Sales UniversityŽ programs, this series is designed to meet learners where they are, and challenge them to stretch themselves to a higher plane of professional excellence. This series will prepare learners to climb the next rungs on the ladder of success.

Expected Duration
7.0 hours

Lesson Objectives:

Tailoring Your Sales Messages

  • identify the benefits of understanding how to tailor sales communications.
  • match given buyers to each one's buying motivator in a given scenario.
  • match examples of buyer types to their characteristics.
  • deliver a sales message that is appropriate to a given buyer's type.
  • label the elements of a message within a given example.

    • Effective Sales Communications Strategies

  • recognize the benefit of understanding how to use effective sales communications strategies.
  • identify aggressive listening strategies.
  • apply aggressive listening strategies in a specific sales situation.
  • match each questioning method to an example of each.
  • apply effective questioning methods in a given sales scenario.
  • choose examples of question softening from a given list of statements.
  • identify steps for handling a prospective buyer's objections.
  • apply the steps for handling objections in a given scenario.

    • Selling with Power

  • identify the benefit of knowing how to use powerful sales conversation strategies.
  • select examples of professional sellers who have adopted guidelines for selling enthusiastically.
  • identify the guidelines for presenting a strong sales message.
  • present a strong sales argument in a sales scenario.
  • choose the persuasive statements for a given sales scenario.

    • Course Number: SALE0432