Course Description:
The Selling Fundamentals course prepares students with a detailed, yet broad, step-by-step selling process that is universal in nature. Selling Fundamentals demonstrates to students the order of steps within the selling process; provides numerous examples of what should be in each step; and shows how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, Selling Fundamentals teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.
Topics covered include:
- An Illustrated Overview of Selling
- Life, Times, and Career of the Professional Salesperson
- Relationship Marketing: Where Personal Selling Fits
- Ethics First… Then Customer Relationships
- The Psychology of Selling: Why People Buy
- Communication for Relationship Building: It’s Not All Talk
- Sales Knowledge: Customers, Products, Technologies
- Prospecting The Lifeblood of Selling
- Planning the Sales Call Is a Must!
- Carefully Select Which Sales Presentation Method to Use
- Begin Your Presentation Strategically
- Elements of a Great Sales Presentation
- Welcome Your Prospect’s Objections
- Closing Begins the Relationship
- Service and Follow-Up for Customer Retention
- Time, Territory, and Self-Management: Keys to Success
- Planning, Staffing, and Training Successful Salespeople
- Motivation, Compensation, Leadership, and Evaluation of Salespeople
Audience: Anyone interested in improving their selling skills.
Diplomas and Certificates Applicable to the Selling Fundamentals course:
- Advanced Financial Services Diploma
- Real Estate Lending Diploma
- Consumer Lending Diploma
- Commercial Lending Diploma
- Professional Teller Certificate
- Universal Banker Certificate
- Universal Banker Diploma
- Introduction to Financial Services Marketing Certificate
- Financial Services Marketing Diploma
- Sales and Service Management Diploma
- Call Center Specialist Certificate
eBook access included in tuition
Instructor
Mike Phillips
Mike Phillips CMA, CTP, CFM, CRP, CICA Mike is thankful for over 35 years of management, leadership and consulting experience within the community banking, publicly traded regional banking, and fi... read more.
Instructor
Barbara-Jean DeLoria
Barbara-Jean is the Senior Vice President, Director of Mortgage for Florence Bank. She has extensive experience in all aspects of banking including retail banking, commercial lending, and credit adm... read more.