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Content License

HomeSales Training International (STI) offers lifetime, non-exclusive, unlimited use content licenses for its Web-based training courses to select companies. This content is proven to be effective and is available for review at www.LearnSellingOnline.com.

The web-based sales courses are developed in Adobe Dreamweaver which makes them readily modifiable for mLearning. To make these courses SCORM conformant, a wrapper such as Hunterstone's "Thesis" should be added. Source files are included. The Value Selling Strategies course is SCORM conformant.

There are two sales training content bundles assembled to create a comprehensive and balanced curriculum for each targeted sales group. The primary difference between the two are the value selling models included in each bundle.

One Time License Fee: $150,000 per bundle.

Bundle 1. Inside Sales / Call Center Sales

Bundle 2. Outside Sales / Complex Sales / Consultative Value Selling


Bundle 1. Inside Sales / Call Center Sales

Personal Preparation for Competitive Selling

1. Goal Setting
2. Conditioning the Mind for Success (Located in Master Reference Modules below)

Foundation Knowledge

3. Functional Product / Service / Company Knowledge (F.A.B.)
4. Competitor Analysis

Prospecting (internal/external)

5 .Profile and Qualify
6. Key Decision-Maker Roles
7. Research the Prospect

Central Sales Process - Engage the Customer

8. ACE Value Selling Model (Inside sales)
9. FAB/TEA Value Selling Model (Call Center sales)
10. Value Improvement Presentation
11. Benefit Question - Create Positive Attitudes
12. Block the Competition Between Calls
13. Closing Strategies of the Masters
14. Objection Responding
15. Objection Preventing

Central Sales Process - Negotiations

16. Negotiating Value

Contacting Prospective Customers

17. Telephone Cold Calling
18. Voice Mail Strategies
19. Networking
20. Asking for Referrals
21. Keep In Touch E-mail Contact Series
22. Passive Letter and E-mail Contact Leveraging Series
23. Interest Mailer and E-mail Contact Leveraging Series

Manage the Process - Sales Planning

24. Ratio Management
25. Funnel Management
26. Teleblitzing

Communicating with Prospective Customers

27. Trust and Rapport Building
28. Business E-mail Etiquette
29. Active Listening Skills
30 Managing Customer Expectations

Bundle 1 Support materials (not interactive training)

Master Reference Modules

  1. 85 Most Common Sales Stopping Objections with Prevention and Response Strategies (HTML)
  2. 53 Step Diagnostic Strategic Sales Plan: with Tactics to implement each step (HTML)
  3. 15 Clues an Account is in Trouble (HTML)
  4. 10 Tips to Building Better Relationships (HTML)
  5. 39 Closing Strategies (HTML)
  6. 6 Strategies to Enhance Customer Satisfaction
  7. 8 Question Structures
  8. 9 Ways to Reassure the Customer
  9. Strategic Sales Plan - 116 page manual (PDF)
  10. Strategic Sales Plan - 2 page check list (PDF)

Worksheets & Guides

  1. ACE Case Study Worksheet
  2. Priority Prospect Project (P3) Strategy Session Manual (PDF)
  3. P3 two page instruction guide (PDF)
  4. Strategic Sales Plan - 116 page manual (PDF)
  5. Strategic Sales Plan - 2 page check list (PDF)
  6. Conditioning the Mind for Success - 8 page guide (PDF)

See Web-Based Training Course list for course descriptions.

FREE 14 DAY PREVIEW - Non-Disclosure Agreement

To access your free 14 day review of the courses and support materials, please complete the brief Non-Disclosure Agreement.


Bundle 2. Outside Sales / Complex Sales / Consultative Value Selling

Personal Preparation for Competitive Selling

1. Goal Setting
2. Conditioning the Mind for Success (Located in Master Reference Modules below)

Central Sales Process - Engage the Customer

The Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS) incorporates several individual courses found in the sections Foundation Knowledge, Prospecting (internal/External) and Value Selling Models listed above for the Inside Sales / Call Center sales curriculums. The VSS also includes a complete reinforcement audio and is provided in both a SCORM and non-SCORM software format.

3. Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS)

  • Introduction
  • Profile
  • Research
  • Orientation
  • Symptom
  • Problem
  • Effects/Consequence
  • Criteria/Benefits
  • Triggering Events
  • Review Module
  • Interim Action Plan - Block Competition
  • Criteria Driven Presentation
  • Objection Prevention & Response
Central Sales Process - Negotiations

4. Negotiating Value

Contacting Prospective Customers

5. Telephone Cold Calling
6. Voice Mail Strategies
7. Networking
8. Asking for Referrals
9. Keep In Touch E-mail Contact Series
10. Passive Letter and E-mail Contact Leveraging Series
11. Interest Mailer and E-mail Contact Leveraging Series

Manage the Process - Sales Planning

12. Ratio Management
13. Funnel Management
14. Teleblitzing
15. Time and Territory Management

Communicating with Prospective Customers

16. Trust and Rapport Building
17. Business E-mail Etiquette
18. Active Listening Skills
19. Managing Customer Expectations

Bundle 2 Support materials (not interactive training)

Master Reference Modules (HTML)

  1. 85 Most Common Sales Stopping Objections with Prevention and Response Strategies
  2. 53 Step Diagnostic Strategic Sales Plan: with Tactics to implement each step
  3. 15 Clues an Account is in Trouble
  4. 10 Tips to Building Better Relationships
  5. 39 Closing Strategies
  6. 6 Strategies to Enhance Customer Satisfaction
  7. 8 Question Structures
  8. 9 Ways to Reassure the Customer

Worksheets, Workbooks and Guides (PDF & .doc)

  1. VSS Spreadsheet style learning worksheet
  2. Priority Prospect Project (P3) Strategy Session Manual
  3. P3 two page instruction guide
  4. Strategic Sales Plan - 116 page manual
  5. Strategic Sales Plan - 2 page check list
  6. Conditioning the Mind for Success - 8 page guide

See Web-Based Training Course list for course descriptions.

FREE 14 DAY PREVIEW - Non-Disclosure Agreement

To access your free 14 day review of the courses and support materials, please complete the brief Non-Disclosure Agreement.

 

 

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