Are you in a rut coaching your sales team and need a quick refresher course on the 3PL sales process to jump-start your coaching efforts? Do you work for a 3PL firm that brought you on during COVID and you never got a firm grasp of the fundamentals of selling to shippers? It doesn’t matter if you are a sales coach or a rookie this Virtual Instructor Lead Training (VILT) program is designed for you.
- Review the steps of the sales process and how to effectively perform each step.
- Learn which steps of the sales process are most critical to success.
- Learn the best and worst ways to open a sales call.
- Learn the different categories of sales call questions and how they impact sales success.
- Learn that objection prevention is a far more critical skill than objection handling.
- Learn the sales behaviors that sales representatives engage in that make selling harder.
- Learn why closing is the most over-rated aspect of the sales process and how to do it correctly.
- Learn the best way to develop your professional selling skills.
- Learn how to immediately evaluate your sales call after you hang up the phone.
Who should attend:
• Sales Managers who actively coach salespeople.
• New Sales Representatives with less than one year’s experience.
• Sales Representatives who feel rusty after battling through the last eighteen months of chaos.
This virtual instructor-led training is presented by James T. Kenny, Ph.D., Professor Emeritus of Marketing at Western Illinois University, and the creator of TIA’s Partnership Selling in the Supply Chain online course.
Schedule of Events - February 2025 Sales VILT:
**This schedule is subject to change based on the needs of TIA and the instructor.
Week 1:
Monday, February 10: Access to the course, onboarding, and an on-demand Primer Video from the instructor
Tuesday, February 11: Access to Module 1 - Introduction to Marketing & Sales
Wednesday, February 12: Access to Module 2 - Pre-Call Planning & Sales Call Opening Procedures
Thursday, February 13: Access to Module 3 - Needs Assessment: The Art of the Question
Friday, February 14: Live Facilitated Discussion w/ Instructor - Project Q&A (1.5 hours)
Week 2:
Monday, February 17: Access to Module 4 - Objection Prevention, Closing, & Follow-Up Procedures
Tuesday, February 18: Virtual Instructor Office Hours For Project Feedback - Sales Process & Project Q&A
Wednesday, February 19: Access to Module 5 - Sales Skills Coaching
Thursday, February 20: Live Facilitated Discussion w/ Instructor - Role-Play Scenarios & Project Q&A (1.5 Hours)
Friday, February 21: Partner Projects Due, Peer-to-Peer Discussion Forum Feedback Due
Week 3:
Tuesday, February 25: Live Facilitated Discussion w/Instructor - Recap & Project Review
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