At the conclusion of this basic system selling training program participants will be able to:

• Develop individual marketing strategy
• Apply the funnel approach to a sales campaign
• Incorporate basic business acumen factors in a sales plan
• Strategize using the system selling Wheel of Probability
• Craft unique value propositions
• Use prospecting and networking techniques to make cold calls warm calls
• Differentiate the competition
• Ask fact-finding questions to distinguish between an interest and a need
• Determine the likelihood of the prospect firing the incumbent
• Present a cost justified proposal
• Use refocusing techniques to overcome resistance
• Apply exchange theory concepts to enhance the value of the proposal
• Managers will be able to reinforce training in basic system selling
  
  Selling is a process by which if you don't have a plan of action nor insights that provide benchmarks along the way, you are destined to wander the sales landscape wasting your valuable time on prospects that are using you to whipsaw the incumbent. This sales skills training program directs you to the most qualified prospects, provides the skills to determine if they are willing to make a change and how to move the deal forward. The training program can be delivered in workshop format or in a one-on-one sales coaching engagement.
  Basic system selling training modules are ideal for a skill building session during a national sales conference or for ongoing reinforcement of basic sales skills at the local level.
  We support the involvement of Sales Directors or Sales Managers in delivery of these fundamental system selling training modules by having them participate in the role play scenarios as customers. In these tough competitive times, it is imperative to have a sales system in place so as to work not only harder; but also smarter.