Training for a Hybrid Sales Team
Selling in today’s hybrid — and sometimes entirely virtual — environment is testing our long-held beliefs about how relationships are built and how sales are made. But it also provides new opportunities to prospect for new clients, engage and connect with current customers and build trust by focusing on the clients’ needs.
With this course, you’ll be introduced to consultative sales tactics for finding and qualifying new sales leads, even when you can’t meet face-to-face. You’ll also learn more about building trust by centering the benefits of your products and services around the customers’ requirements, some strategies for managing objections and persuading customers and, finally, how to manage objections and persuade customers so you can ultimately land the deal.
Course Outcomes
- Engage customers and find success in any sales environment
- Learn new strategies for prospecting and qualifying leads
- Master best practice techniques for handling objections
- Know how to prepare for a virtual sales meeting
- Adopt techniques to increase your closed/won rate and win customers for life
Course Agenda
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Training for a Hybrid Sales Team
Selling in today’s hybrid — and sometimes entirely virtual — environment is testing our long-held beliefs about how relationships are built and how sales are made. But it also provides new opportunities to prospect for new clients, engage and connect with current customers and build trust by focusing on the clients’ needs.
With this course, you’ll be introduced to consultative sales tactics for finding and qualifying new sales leads, even when you can’t meet face-to-face. You’ll also learn more about building trust by centering the benefits of your products and services around the customers’ requirements, some strategies for managing objections and persuading customers and, finally, how to manage objections and persuade customers so you can ultimately land the deal.
Module 1: Prospecting and Qualifying Sales Leads
- Describe different strategies to prospect for new business
- Identify ways to qualify sales leads
- Incorporate your unique selling proposition into an attention-grabbing sales script
Module 2: Building Trust Through Consultative Selling
- Understand the components of consultative selling and building trust
- Learn how to ask the right questions to reveal customer needs
- Discover how you can transform features into customer-centered benefits
Module 3: Handling Objections and Persuading Customers
- Discuss the concept of objections as opportunities
- Determine if you’re dealing with real objections and how you’ll handle them
- Adopt structured persuasion techniques
Module 4: Winning Deals in a Virtual Setting
- Develop strategies to prepare for a virtual sales meeting
- Discover ways to connect and engage with others in a virtual setting
- Learn how to make your meetings memorable to sales prospects
Module 5: Closing the Sale
- Examine the stages of the sales process
- Discuss common mistakes that affect the sale and how to avoid them
- Adopt techniques to increase your closed/won rate and win customers for life