© Lauren Consulting 2014
Professional Selling Skills
Territory management
Develop a set of fundamental sales skills to conduct productive and committed business.
Student will learn the key activities of territory management: situation analysis, GAP analysis and
sales planning.
Analytical business skills
Analytical business skills, clarifying needs, problems and opportunitiesProbing skills are
diagnostic skills that lead to tailored solutions. The solutions may solve problems or capture new
opportunities. Probing skills are helpful for general business interaction or in specific customer
service situations. How to align your ideas and get buy-in and
supportAligning your ideas will teach how to reason with people at any attitude. It lets you make
sense in a way that fits the person’s point of view. How to bring about
commitmentsStudent will learn to bring closure or completion to the conversation by obtaining
the biggest commitment possible. Handling objectionsWe tend to think that
tangible, factual “reasons” cause objections. Therefore, we assume that logic and reasoning can
sort out the problem. The student will learn to answer the objection as appropriate for a given
point of view.
The logic of decision making
The logic of decision makingDecisions are based on someone’s perception of the “facts” and
how they feel about those facts. Our internal/external customer’s go into “decision-making mode”
when approached for cooperation. Feelings pay a large part in those decisions. You will learn to
organize what you see when people are deciding about cooperating or doing business with you.
Each action reveals how feelings are affecting willingness and decision making as it occurs
moment-to-moment. Establish conversational rapportBuilding
conversational rapport means giving respect for the other person’s point of view in order to cause
some connection with that person’s feelings. Students will learn how to maintain conversational
rapport throughout any conversation.
TIME IS MONEY
LEARN TO MAKE THE
BUSSINESS CASE
t: 949 376-2291
f: 949 376-9184
Al Delgado
SALES TRAINING