This course, designed for the sales professional, provides knowledge of four essential aspects of successful selling: Preparedness, Making the sale, Saving the sale, and After the sale (PMSA). By the end of this course, you should be able to apply sound philosophies and customer service standards to any sales situation.

• The following topics are covered in the PSMA Relationship Selling online course:Sales Philosophy
  • Four elements of success
  • The science of selling and the art that only you can provide
  • Your most valuable commodity in selling
  • The real goal of a sales presentation

  Customer Service Standards

  • 13 ways to ensure exceptional customer service
  • Exchange in abundance
  • How to set yourself apart from others

  Preparedness

  • Mentally, physically, and emotionally
  • Setting goals
  • Your most important statistic
  • How to build your career
  • The 13 keys to communication

  Making the Sale – The Circle of the Sale

  • Prospecting Clientele
  • Initial contact
  • Establishing trust in you and the company
  • Telephone Techniques
  • Building a person to person relationship
  • How to eliminate the fear people have of you
  • Selling Yourself and the store

  Needs Assessment

  • What questions to ask, when and how
  • How to insure that your customers hear you
  • The seven key questions
  • The myth known as qualifying
  • Insuring that your prospects trust you

  Demonstration

  • Creating value in your products
  • Features, benefits, and more
  • Getting your prospects involved
  • Hearing “I’ll take it” more often

  Closing the Sale

  • Adding-on – How, when, what
  • Buying signs – How to recognize them
  • Earning the right to close
  • Seven magic closing techniques

  Saving the Sale

  • Objections
  • Uncovering the true objection
  • How to handle the objection
  • Is it price or is it value?

  References – How and when to use

  • Turning over the sale
  • Why, who, when, and how

  After the Sale

  • Solidifying the sale
  • Building your client/referral base
  • Your future/what happens after sale

  Conclusion

  • It is up to you
  • Knowledge is power, if you use it
  • Work for success, not money

Approximately 5 hours

This course begins with an aptitude test to evaluate current knowledge. It is followed by four course modules each containing review questions. A proficiency test included at the end of this course is designed to reinforce the information presented. A score of 70% is required to receive a certificate of completion.