Training Model
Like a sales cycle, the Essential Selling Skills program is a systematic process that targets specific results. This foundation course consists of three phases: pre-course preparation, a 2.5-day classroom workshop, and post-classroom field support. The program’s carefully designed learning model ensures that key messages are presented, applied, and reinforced over a period of time.

• Online pre-course activities direct participants to research their industry, company, and products as background information to be used in the classroom.
  
• In the classroom, participants learn basic sales concepts and practice, demonstrate, and assess skills using role-plays and real-life examples. Video and audio presentations supplement live instruction. Participants develop a customized sales plan for their business focusing on each step of the sales model – from prospecting to closing. Time, territory, and information management are incorporated into the participants’ strategy as they plan, do, and assess each step in the model.
  
• Following the workshop, participants receive online performance support and a 30-day checkup session to evaluate their success and share “best practices” with other participants. The Institute offers optional personal sales coaching that can include traveling with the sales professional.

Course Content Overview

Performance Goals
As a result of this course, participants will be able to:

• Launch their sales career with confidence
• Apply a sales model and process to their specific selling situation(s)
• Effectively manage the sales call from prospecting to close.
• Differentiate themselves, their company, and their products/services from the competition
• Customize a sales plan as a roadmap to sales success
• Demonstrate professionalism throughout their sales career

Who Should Attend?
Anyone who is new or transitioning to the sales role and has had minimal formal sales training will benefit.