Mastering the Art of Sales: From Prospecting to Closing

Enhance your sales skills with our comprehensive course, "Mastering the Art of Sales: From Prospecting to Closing."

  • Category Sales and Marketing
Mastering the Art of Sales: From Prospecting to Closing

What you'll learn

  • Understanding the Sales Process
  • Prospecting and Lead Generation
  • Building Relationships, Negotiation and Closing
  • Sales Presentations and Demonstrations
  • Post-Sale Activities
  • Sales Metrics and Performance:

Course Syllabus

Module 1: Introduction to Sales
  • a:0:{}
1.1 Understanding Sales
  • a:2:{i:0;s:34:"Definition and importance of sales";i:1;s:25:"The role of a salesperson";}
1.2 Sales Process Overview
  • a:2:{i:0;s:27:"Stages of the sales process";i:1;s:21:"Key sales terminology";}
Module 2: Prospecting and Lead Generation
  • a:0:{}
2.1 Identifying Potential Customers
  • a:2:{i:0;s:26:"Market research techniques";i:1;s:22:"Ideal customer profile";}
2.2 Lead Generation Strategies
  • a:2:{i:0;s:26:"Online and offline methods";i:1;s:24:"Networking and referrals";}
Module 3: Building Relationships
  • a:0:{}
3.1 Communication Skills
  • a:2:{i:0;s:16:"Active listening";i:1;s:32:"Effective questioning techniques";}
3.2 Building Trust and Rapport
  • a:2:{i:0;s:24:"Establishing credibility";i:1;s:28:"Understanding customer needs";}
Module 4: Sales Presentations and Demonstrations
  • a:0:{}
4.1 Preparing for a Presentation
  • a:2:{i:0;s:21:"Research and planning";i:1;s:32:"Creating impactful presentations";}
4.2 Delivering a Presentation
  • a:2:{i:0;s:23:"Presentation techniques";i:1;s:19:"Handling objections";}
Module 5: Negotiation and Closing
  • a:0:{}
5.1 Negotiation Strategies
  • a:2:{i:0;s:34:"Understanding negotiation dynamics";i:1;s:37:"Techniques for successful negotiation";}
5.2 Closing the Sale
  • a:2:{i:0;s:18:"Closing techniques";i:1;s:26:"Recognizing buying signals";}
Module 6: Post-Sale Activities
  • a:0:{}
6.1 Follow-Up and Customer Service
  • a:2:{i:0;s:23:"Importance of follow-up";i:1;s:36:"Providing excellent customer service";}
6.2 Building Long-Term Relationships
  • a:2:{i:0;s:29:"Customer retention strategies";i:1;s:27:"Upselling and cross-selling";}
Module 7: Sales Metrics and Performance
  • a:0:{}
7.1 Measuring Sales Performance
  • a:2:{i:0;s:33:"Key performance indicators (KPIs)";i:1;s:21:"Sales analytics tools";}
7.2 Continuous Improvement
  • a:2:{i:0;s:20:"Analyzing sales data";i:1;s:26:"Strategies for improvement";}

Course Syllabus

  • Definition and importance of sales
  • The role of a salesperson

  • Stages of the sales process
  • Key sales terminology

  • Market research techniques
  • Ideal customer profile

  • Online and offline methods
  • Networking and referrals

  • Active listening
  • Effective questioning techniques

  • Establishing credibility
  • Understanding customer needs

  • Research and planning
  • Creating impactful presentations

  • Presentation techniques
  • Handling objections

  • Understanding negotiation dynamics
  • Techniques for successful negotiation

  • Closing techniques
  • Recognizing buying signals

  • Importance of follow-up
  • Providing excellent customer service

  • Customer retention strategies
  • Upselling and cross-selling

  • Key performance indicators (KPIs)
  • Sales analytics tools

  • Analyzing sales data
  • Strategies for improvement

Requirements

  • Good wifi
  • Laptop

Description

Mastering the Art of Sales: From Prospecting to Closing Course

Unlock the secrets to becoming a master in the art of sales with our comprehensive course. From prospecting to closing, this program will equip you with the skills and techniques needed to excel in the competitive world of sales.

  • Comprehensive Sales Process:
  • Effective Prospecting, and Compelling Presentations
  • Successful Negotiation and Closing Techniques
  • Building Relationships and Long-Term Relationships
  • Sales Performance Metrics and Continuous Improvement

Who this course is for:

  • New Sales Representatives
  • Experienced Sales Professionals
  • Sales Managers and Team Leaders
  • Entrepreneurs and Business Owners
  • Customer Service Representatives

Meet your instructors

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Shiva Krishnan

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Interact with MIT experts, instructors, and peers in live synchronous sessions for a more comprehensive learning experience.

Access to rich supplementary resources provides additional materials and content for a more thorough educational journey.

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Course Syllabus

  • Definition and importance of sales
  • The role of a salesperson

  • Stages of the sales process
  • Key sales terminology

  • Market research techniques
  • Ideal customer profile

  • Online and offline methods
  • Networking and referrals

  • Active listening
  • Effective questioning techniques

  • Establishing credibility
  • Understanding customer needs

  • Research and planning
  • Creating impactful presentations

  • Presentation techniques
  • Handling objections

  • Understanding negotiation dynamics
  • Techniques for successful negotiation

  • Closing techniques
  • Recognizing buying signals

  • Importance of follow-up
  • Providing excellent customer service

  • Customer retention strategies
  • Upselling and cross-selling

  • Key performance indicators (KPIs)
  • Sales analytics tools

  • Analyzing sales data
  • Strategies for improvement

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Course Syllabus

Module 1: Introduction to Sales
  • a:0:{}
1.1 Understanding Sales
  • a:2:{i:0;s:34:"Definition and importance of sales";i:1;s:25:"The role of a salesperson";}
1.2 Sales Process Overview
  • a:2:{i:0;s:27:"Stages of the sales process";i:1;s:21:"Key sales terminology";}
Module 2: Prospecting and Lead Generation
  • a:0:{}
2.1 Identifying Potential Customers
  • a:2:{i:0;s:26:"Market research techniques";i:1;s:22:"Ideal customer profile";}
2.2 Lead Generation Strategies
  • a:2:{i:0;s:26:"Online and offline methods";i:1;s:24:"Networking and referrals";}
Module 3: Building Relationships
  • a:0:{}
3.1 Communication Skills
  • a:2:{i:0;s:16:"Active listening";i:1;s:32:"Effective questioning techniques";}
3.2 Building Trust and Rapport
  • a:2:{i:0;s:24:"Establishing credibility";i:1;s:28:"Understanding customer needs";}
Module 4: Sales Presentations and Demonstrations
  • a:0:{}
4.1 Preparing for a Presentation
  • a:2:{i:0;s:21:"Research and planning";i:1;s:32:"Creating impactful presentations";}
4.2 Delivering a Presentation
  • a:2:{i:0;s:23:"Presentation techniques";i:1;s:19:"Handling objections";}
Module 5: Negotiation and Closing
  • a:0:{}
5.1 Negotiation Strategies
  • a:2:{i:0;s:34:"Understanding negotiation dynamics";i:1;s:37:"Techniques for successful negotiation";}
5.2 Closing the Sale
  • a:2:{i:0;s:18:"Closing techniques";i:1;s:26:"Recognizing buying signals";}
Module 6: Post-Sale Activities
  • a:0:{}
6.1 Follow-Up and Customer Service
  • a:2:{i:0;s:23:"Importance of follow-up";i:1;s:36:"Providing excellent customer service";}
6.2 Building Long-Term Relationships
  • a:2:{i:0;s:29:"Customer retention strategies";i:1;s:27:"Upselling and cross-selling";}
Module 7: Sales Metrics and Performance
  • a:0:{}
7.1 Measuring Sales Performance
  • a:2:{i:0;s:33:"Key performance indicators (KPIs)";i:1;s:21:"Sales analytics tools";}
7.2 Continuous Improvement
  • a:2:{i:0;s:20:"Analyzing sales data";i:1;s:26:"Strategies for improvement";}

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