Business Training Library
Sales
All courses below are available through the Business Training Library (BTL)
Register at BTL | Already Registered? Login at BTL
Building a Winning Sales Team
Duration: 5 hours 30 minutesChampionship teams win titles because they are comprised of members possessing the right combination of skills, attitude, and enthusiasm to go out and win. The members of a winning sales team must also have the right skills, attitude, and enthusiasm to be successful. As a sales manager, how do you build an effective sales team? This course delivers answers by presenting information and tools that you can use to define your sales team and identify stages of sales team development. You'll discover where to look for qualified sales team candidates and what to look for in submitted resumes. Then you'll explore methods for conducting interviews and using a sales skills assessment tool to help you choose the best people for your sales team.
Delivering High-Impact Sales Presentations
Duration: 6 hoursThe most important meeting you'll have with your client is when you show the decision makers that you have the right business fit for their needs. You've done a lot of hard work, so when the curtain goes up on your sales presentation, you want an award-winning performance. In this course, you'll learn about the third major component of the strategic account sales (SAS) approach--presentation. First, you'll learn how to plan and develop a high-impact presentation. You'll then explore ways to successfully deliver the presentation to your client audience. And finally, you'll learn how to follow up your presentation and maintain your sales momentum.
Sales Communications Essentials
Duration: 7 hoursThis course 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.
Sales Presentations - Delivering the Sales Presentation
Duration: 2 hoursIn this course you will learn how to use body language and other delivery techniques to deliver an effective presentation. You will also learn techniques for reducing nervousness, as well as pitfalls to avoid during presentations. In addition, you will learn about guidelines for delivering a client-focused presentation and elements that you can use within your presentation to effectively support your message. You will also learn techniques for using visual aids, how to adapt your presentation to respond to changing circumstances, and how to evaluate your performance.
Understanding Your Customer
Duration: 3 hours 30 minutesCan you imagine trying to sell a product or service to a customer you know nothing about? You probably wouldn't succeed. The better you know your customer, the higher your chance for success. In this course, you'll learn about the first major component of the strategic account sales (SAS) approach: research. You'll start by learning about the key areas to research using the SAS approach and where to find business information sources about your client. Next, you'll explore researching your customer's business and key players and applying what you learn to the process of account planning. And finally, you'll gain an understanding of the business fit and how you and your customer can both achieve your desired business objectives.