The Dale Carnegie® Sales Advantage

Course Description:

Selling is a lot more than describing features and benefits. Good sales people follow a process that leads from prospecting to closing. Great sales people combine that process with the drive to make the sale. Sales Advantage is the only course that gives you both sides of the success equation.

First, the sales relationship process you will learn in this dynamic course is second to none. It will show you how to manage your time and territory productively; prospect intelligently; and get in front of a potential customer. It will even help you structure what to say in your face-to-face meeting.

Frankly, however, if that's all the course did it would only take you halfway to the sale. That's because how you talk to your prospect, how you present yourself and how you relate to the customer are as important as the facts about your product or service. To make the sale you need to display confidence in yourself, present your solution enthusiastically and influence the conversation toward the conclusion you want.

Sales Advantage is the only course that gives you these critical ingredients for making the sale because it is the only one that interweaves Dale Carnegie's proven principles of success into every session. It will turn you into a sales leader because it develops the whole you. You gain not just an intellectual understanding of sales but also the emotional drive to put them into action. If you want the confidence, enthusiasm and the ability to influence people, sign up for Sales Advantage today.

Learn how to:

• Understand the drivers of sales success
• Identify, organise and manage contacts
• Connect with decision makers
• Define the selling process: pre-approach, rapport, interest, solution, motive, commitment and follow-up
• Use the telephone more effectively
• Leverage referrals
• Build credibility
• Ask the right questions
• Negotiate more effectively to create "win-win" outcomes
• Uncover hidden objections
• Present the solution with impact
• Follow up in a way that creates additional sales opportunities
• Maintain enthusiasm throughout the selling day
• Set, implement and meet sales objectives

Who Should Attend:

Sales people, whether new on the job or seasoned professionals-will take away techniques that will enable them to master the sales process and maximise their sales success.

Course Logistics:

Sales Advantage is an 8-week course, meeting one session per week for 3-3 1/2 hours each session. The program is taught by certified trainers with professional sales experience. Our trainers worldwide use the same methodology and course materials, which are continually updated and strictly controlled by the Dale Carnegie Department of Instruction.

As a participant in the Sales Advantage, you receive an individual course manual, as well as a hardcover copy of Pathways to Success with includes two Dale Carnegie best-sellers: How To Win Friends and Influence People and How to Stop Worrying and Start Living plus a copy of The Sales Advantage.

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