Sales Curriculum (6 courses – 44 Lessons):

Sales organizations today face challenges that are unprecedented in American business history. The Internet has impacted every aspect of business - both domestically and globally. Today, customers have fingertip access to a vast array of resources that give them tremendous knowledge - and power, including new and efficient ways to train their salespeople. The potential for selling more products and services to your customers is rising, but especially if you are equipped with customer focused sales training techniques.

The Sales Curriculum gives every salesperson the potential to leap to higher sales plateaus. How? By learning a comprehensive set of basic skills and knowledge - the grounding they need to sell successfully, consistently.

• New hires can quickly acquire the knowledge they need to begin. • Experienced sales people can focus directly on bolstering strengths or develop areas they would like to improve upon.

The Sales Curriculum focuses on:

• How to Interact with People to Help Them Feel More Comfortable in Sales Situations.
• How to Uncover Needs, Goals, Priorities and a Personal Win
• How to Establish and Maintain Credibility and Trust
• How to Focus on the Customer and Overcome Objections
• How to Manage a Sales Territory and Your Time to Maximize Results. 

The Sales Curriculum includes these courses:

 Understanding Behavioral Styles for Sales

1. Introduction to Behavioral Styles & Selling Styles
2. Different Behavioral Styles
3. The DiSC® Classic (optional)*
4. The Four Behavioral Styles
5. Recognizing Behavioral Styles
6. Behavioral Styles and Listening
7. Improve Your Performance
8. Reading and Reacting to People
9. Determining Behavioral Styles
10. Practical Application of Knowledge
11. Knowledge Assessment
12. The Sales Action Planner (optional)* 

Establishing Credibility & Trust
13. Overview Establishing Credibility & Trust for Sales
14. Building Credibility
15. Building Rapport and Trust
16. The Four Elements of Trust
17. Pacing
18. Listening – The Personal Listening Profile® (optional)*
20. Feedback
21. Summary

Questions Are The Answers For Sales
22. Introduction - Asking the Best Questions
23. Questions and Probes
24. Categories of Questions and Probes
25. Practical Application
26. Knowledge Assessment

Customer Focused Sales Interviews
27. Introduction Customer Focused Sales Interviews
28. Questions Are the Answer
29. Overview of the F.I.N.D. System
30. F.I.N.D. System in Detail
31. After the Sales Interview
32. F.I.N.D. Interview Example
33. Practical Applications of Knowledge
34. Knowledge Assessment 

Overcoming All Objections
35. Introduction Overcoming All Objections
36. A Process for Overcoming Objections and Complaints
37. Reframing
38. Knowledge Assessment 

Territory Management
39. Introduction Territory Management
40. Defining Your Territory
41. The Account Management Process
42. Protecting Your Base
43. Practical Application of Knowledge
44. Knowledge Assessment
 
The per-person tuition for a 12-month subscription for this curriculum is $195
which includes an access code to the DiSC® Classic Online version.
Call 888-772-4637 to enroll.

*Inscape Publishing Profiles & Action Planners - (Highly recommended for certain courses and available thru your authorized Inscape Publishing provider, Richard Gaudette. These are not part of the licensed courseware.)  

Call Richard Gaudette
Authorized CRKInteractive Distributor
888-772-4637 or 508-529-2485 for an online demo or to place an order.

Double Eagle Communications, Inc. 84 Glen Avenue Upton, MA 01568-1717  USA

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