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Training Module for Sales Engineers (● Module 4: The Sales Process (■…
Training Module for Sales Engineers
Post Assessment
Pre Assessment Individually
Module 1: Goals and Motivation!
The 10X Rule
Estimation of Thought and Effort to achieve Goals
How to stay focused and disciplined
4 Types of Motivation
● Module 2: Fundamentals of Selling.
● The ARC Triangle.
● Building Agreement with the Prospect
● Communication and the Communication Formula, included are Practical Exercises
● Module 3: Lead Generation and Types of Leads
● Types of Leads
◆ What is a Cold, Warm, Hot Lead
◆ What is a Prospect?
◆ How to determine which category is it
◆ Identifying and Generating Prospects
◆ What is a Hot File and how to use it generate more leads.
■ Cold Calling, Methods of Cold Calling
◆ How to Introduce yourself on the phone and what to say
◆ How to Qualify the Buyer Over the Phone
◆ How to book a meeting on the phone
◆ How to Close on the Phone
◆ What to Never Say on the Phone
◆ How to Follow-Up the Unclosed Buyer
● Module 4: The Sales Process
■ Researching the Prospect
■ Contacting the Prospect
■ Meeting and Interviewing the Prospect
■ Qualifying the Prospect
■ Educating the Prospect using Presentations
■ Gaining Agreement with the Prospect
■ Negotiating and Handling Objections: Price/Quality vis-a-vis technology / product
offering. and Practical Exercises on Handling Common Objections
■ Closing the Prospect
◆ Types of Closes
◆ Understanding the buyer and using specific closes for each type of buyer
● Module 5: Sales Performance Management
■ Daily, weekly and monthly Battle Plans
■ Keeping and Monitoring Statistics
■ Using Subproducts to increase Statistics and Sales
● Module 6: 8 Practical Steps to Double Your Sales and Income Fast!
■ Goal Setting
■ Overcoming past failures and negativity surrounding sales
■ Getting your entire team on the same page to achieve the goal.
■ Getting attention to the present and being free from worry.
■ Finding out how you are better than the competition, getting the entire team to find and sell the companies USP.
■ Retaining Customers, generating word of mouth and using existing customers as a source of lead generation
■ How to promote your company in a big way.