Author and speaker Howard Wight often comments on the sales process, and has frequently
pointed out that sales professionals of all experience levels must make regular use of the
basics. But many sales people lose sight of the basics over time, a reality that has prompted
Howard to coin the phrase, "Move forward to the basics!"
Whether you are just learning the basics or getting back (moving forward!) to them, a good
foundation is a pre-requisite to success. We will start at the beginning and discuss each
step of the traditional sales cycle including:
- Prospecting
- Rapport-building
- Identifying needs
- Trial closing
- Presenting solutions
- Closing
- Value-added follow-up
We will also identify how the traditional model compares with yours and we will discuss a
variety of related skills and concepts such as handling objections, negotiating, customer
retention, territory management, and the art of effective follow-up
Case studies will be presented, as will examples of how the basics of the discipline
really do make a difference - regardless of experience level. We will also present
ideas on the importance of a strong
work ethic, as studies show that the most successful sales people are almost always among
those who work the hardest.
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