A new look at selling that gets dramatic results
This is a four-day developmental program for sales and business development professionals. This training is not about learning manipulative techniques and repeating canned sales lines like a robot. It’s based on the idea that sales training is a process and not an event. The training is spread out over several weeks so that sales professionals can learn a concept, apply it, and then come back and learn some more. Sales Pro training will cover every aspect of the sales process.
Program Highlights Include
Preparation:
- Why preparation is critical
- What to prepare
- Doing the research
- Competitive analysis
- Hands-on Exercise Preparation Stat
Articulation and Distinction:
- 1 of 100’s
- What makes you special?
- Hands-on Exercise Drill Down
Initial Contact:
- Phone
- E Mail
- Meeting
- 20/80 Rule
- Dialogue vs. monologue
Presenting:
- Mindset
- PowerPoint Poison
- Handout do’s and don’ts
Handling Objections:
- Don’t manipulate
- Canned is for soup
- Have the facts and figures
- Hands-on Exercise Objection Lab
Communication Skills:
- Understanding the customer
- Behavioral styles
- Adapting your approach
- Transactional analysis
- Understanding proxemics
Proposals & Closing the Sale:
- Proposals that work
- Getting the order
- Communication
- Expectations and promises
- Levels of authority
- Hands-on Exercise Thank You Methods
Service:
- Service commandments
- The secret file
- Networking the smart way
- The role of Social Media
- 10 ways to be “Wow” instead of “Ow”
- Strategies for follow up calls
- Hands-on Exercise Service Now