Program: Successful Sales

2. Anatomy of a Sales Call
Four Steps to Successful Selling Communications

This interactive e-learning course outlines the four basic stages of a sales call. Learn how to engage the customer, discover basic customer needs, present solutions that benefit the customer, and gain commitment for next steps.

Whether your calls are purely sales or order-taking opportunities or a potential sale at the end of a service or technical support transaction, there are still just four general components of a call. In this course, we’ll explore the four components of a sales call and what to say and do at each stage to best support the customer and make the sale. Learn how to make the most of the Engagement stage in the first few moments of a call and progress through a successful Discovery process. Once customer needs have been identified, learn how to present a Solution that is all about the customer and reach a Commitment that is a win-win scenario for the center and the customer.

Agents will learn to:

  • Identify the various types of sales opportunities and how they’re similar.
  • Identify strategies to develop trust, confidence, and rapport in the Engagement stage.
  • Outline questioning techniques and sharpen listening skills for the Discovery process.
  • Position the Solution in a positive way from the customer’s perspective.
  • Reach the Commitment level of the call and close the sale successfully.
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7 modules 77 mins