Chart Learning Solutions Sales Cycle Management Blended2018-06-04T12:17:11+00:00

Delivered by Chart Learning Solutions, the leading global provider of award-winning blended learning in professional skill development and employee accountability

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Chart Learning Solutions Blended Programs

Chart Learning Solutions (CLS) is the leading global provider of award-winning blended learning in professional skill development and employee accountability. CLS combines assessments, on-line learning, the Performance Assurance System™ and Training Accountability Platform™ with live coaching to produce unparalleled results.

CLS blended learning programs may be run with or without a coach. Employees may also coach each other! All of our courses come with coaching documents to help lead discussions.

The Sales Cycle-Management Program

Curriculum

Psychology of Prospecting
Prospecting Campaigns
Telephone/Voice Mail Return
Warm Call Referral Prospecting
Dealing with Indifference
The “Big Five” Qualifiers
How Customers Make Decisions
Finding Decision Makers
Sales Funnel Stages for Advancing
Developing Interest
Great First Impressions
Instant Rapport
Building Trust
Confidence in Any Situation
Building Positive Relationships
Overview of STēR Questions
Pinpointing Needs
Finding Problems
Building Needs
Questions that Sell for You
Authentic Listening
Increasing Concentration
Building Curiosity
Gaining Clarity
Critical Listening
Planning Persuasive Presentations
Preparing Presentations that Sell
Practicing for Perfect Delivery
Presenting with Impact
Avoiding Mistakes & RX for Anxiety
Appropriate Use of Power
Six Influence Techniques
Getting Others to Follow Your Lead
Influencing Change
Credibility: Maximizing Core Influence
Intro to Negotiation and Strategy
Planning Effective Negotiations
Opening Win-Win Discussions
Exploring Win-Win Alternatives
Reaching Agreement and Tactics
Psychology Objections & Concerns
Preventing Objections & Concerns
Steps for Handling Objections
Resolving Objections Scripts
Resolving Concerns in Large Sales
Psychology of Confirming Sales
How to Ask for the Business
Increasing Closing Ratios
Confirming Different Buyer Styles
Getting to Yes
Upselling and Cross-Selling
Preventing Buyer’s Remorse
Email Etiquette Follow Through
Customer Feedback and Satisfaction
Keeping Customers for Life
Psychology of Building Referrals
How to Ask for Referrals
Quick-Results Referral Techniques
Strategic Referral Techniques
Networking Your Way to the Top

Methodology

We implement Chart’s four-stage methodology to accurately pinpoint your needs and make recommendations in areas of high-potential rewards and ROI:

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