Sales Training
New
for 2004 - Open Enrollment: Value Based Selling Skills
In
this time of global initiatives a compelling value
proposition coupled with effective selling skills and
negotiating skills are important to grow marketshare while
protecting your prices to maintain profitability.
Aggressive sales skills tactics, supported by Value
Based Selling Skills and other targeted sales training
workshops, can help gain market share. Savvy sales executives
are using these economic times to get positioned for the next
economic spurt. Which sales training workshop or module would
help your organization reach the 2004 organic growth goal?
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| 'Back
to Basics' Value-Added Sales Skills |
- Use
the basic sales skills approach:Preparation - Attitude
- Value - Exchange
- Know
your Product or Service and apply value based sales skills techniques
- Understand
how to use selling skills in all situations: direct, BtoB etc
- Use
benchmarking techniques to establish credibility
- Practice
modern prospecting and networking techniques that drive top
line growth
- Establish
trust and rapport quickly using the latest techniques
- Ask
questions to determine the level of "pain" - if it
is just an interest or a real need
- Construct
a Winning Proposal
- Learn
behavioral styles assessment to speak the prospect's "language"
and be in harmony
- Learn
sales skills to present value-added benefits to persuade the
target account/prospect
- Use
the Internet to increase sales
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| Advanced
Consultative Selling Skills |
- Establish
credibility and trust
with advanced selling skills
- Engagement
practices: what the major consulting firms do for top line growth
- Help solve problems
in: finance, operations, sales, IT, administration
- Use
business acumen to uncover solution applications
- Get
paid for your expertise
- Leverage
past successes to drive future business
- Move
beyond the commodity mindset
- Participate
at the planning table: five strategies to enhance your positioning
- Entertain
to establish rapport and good relationships
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|
OEM/Major Account Selling |
- Establish and maintain
credibility and trust
- Demonstrate your
problem
solving expertise via benchmarking industry
issues
- Develop a "push-pull"
strategy for account penetration
- Executive positioning
- selling skills at all levels
- Utilize your team
to gather account intelligence
- Determine power
cells within the Account
- Leverage internal
advocates
- Develop a business
case for innovative recommendations
- Raise the competitive
"bar"
- Orchestrate year
in review meetings to gain a strategic partnership
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| Move
the Deal Forward |
- Neutralize concerns
using the "straw man" approach
- Use conditional
agreements as trial closes
- Sales skills that
turn an objection into an objective
- Use CONQUER model
to handle stalls, concerns, hesitancy
- Employ mental jujitsu
to re-focus the prospect or customer
- Don't quite - close
something!
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| Prospecting
and Networking for Success |
- Target
your campaign
- How
to deal with setbacks
- Establish
rapport quickly
- Leverage
relationships
- Networking
- subtle selling skills that are more than just distributing
business cards
- Dealing
with gatekeepers
- Develop
a "30-second" value proposition
- Four
ways to get the Decision Maker's interest
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| Winning
Proposals |
- Get agreement from
a committee
- Pre-sell your recommendation
- Cost justify with
ROI
- Highlight value
in a one page proposal
- Five key elements
of a winning proposal
- Presentation structure:
from one-on-one to 50 in the audience
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| Sales
Negotiation |
- Know when
to "sell" and when to "negotiate".
- Practice
predicting negotiating behavior and strategies - what will they
do and what can you do.
- Use
Win/Win negotiation strategies and tactics to build strong and
lasting relationships.
- How
to recognize and deal with common negotiating tactics.
- Ensure
that both parties maximize their interests.
- Understand
and use negotiating power - who has it and what to do about
it.
- Close
with the best win for all.
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|
Customer Service |
- Interact
more effectively by using the basics of customer service: education,
awareness, attitude, and hindrances
- Use
the telephone to effectively communicate the message
- Use
self-awareness, self-control and empathy to one's advantage
and that of the customer
- Understand
and use a decision-making matrix to make the best choices for
you and the customer
- How
to have the customer accept "no"
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| Trade
Shows that Sell |
- Make
a Trade Show a profit center rather than just an expense.
- Use
a triad campaign: before the Show, during the Show, and after
the Show.
- Sales
skills to qualify a prospect in less than 10 minutes.
- Use
a conditional close to test the level of interest.
- Use
polite disengagements from time wasting conversations.
- Practice
follow-up techniques that make the Show pay.
- Track
and learn from trade show results.
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The Five-Minute Sale |
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Whether
on the Internet or in Informercials, people are bombarded with Direct
Selling messages which, for the most part, invoke skepticism and
the automatic response "the price is too high". Here is
a sales training workshop that will enable Direct Sellers to use
that small window of attention to establish rapport, qualify and
differentiate their product or service. This workshop is designed
to provide those selling skills needed to make that lasting impression
on a "moving target".
- Establish rapport
quickly
- Gain
the prospect/customer's attention with a 30-second value proposition
- Give
a brief review of your product's or services's benefits
- Use
the BACE qualification process to determine what the prospect
likes and dislikes about the proposition
- Execute
conditional closes and turn objections into objectives to get
tentative agreement
- Learn
basic sales skills re-focusing techniques to overcome concerns,
doubts, stalls and disinterest
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|
Playing to Win: Golf Business Strategies |
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-
Use
the golf course as an effective selling tool.
- Coordinating
customer outings: leave nothing to chance.
- Know
and practice basic rules and etiquette.
- Handle
the 10 most common "situations" on the course to one's advantage.
-
Practice the Do's and Don'ts of "customer" golf.
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Contact Everest
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