It is no secret that mastering the sales process is a key component of being successful in your sales career.

So if you are reading about this course, you are probably a new salesperson or one who wants to increase their sales skills. If so, you've come to the right place.

Learning Objectives

Our hands-on seminar will teach you the right way to call on customers, the right way to listen to customers, and the right way to get your sales closed!

You will learn:

• The "Sales Process" from the initial contact to follow-up
• Customer Buying Styles
• Objection Handling
• How to insert yourself into the customer's buying cycle
• Account Management tips
• Proven selling skills

The Course Structure

The seminar combines theory, practice, and personal feedback, with an emphasis on making sales calls through our unique scenario-based methods.

Each scenario is based on the actual products and services that the participant sells, so each participant can take away proactively developed pitches, scripts, objection handling skills, and closing skills for their specific product set.

Placed in teams, participants support each other and learn from each other as they individually compete for "The Order" by making three on-site sales calls to instructors who portray their customers.

The first call focuses on understanding customer expectations and determining customer needs. The second call focuses on selling value, reducing perceived risks, buying influences, asking questions, and handling objections. The third call focuses on closing for a commitment or an order.

Each salesperson receives personal feedback from the instructors, based on the videotaped calls.

The class time is divided as follows:

• Theory 8.50 hours
• Interactive Workgroups 5.25 hours
• Sales Call Simulation 6.00 hours
• Personal Feedback 2.75 hours

Agenda

First Day
8:00 - 9:00 Introduction
9:00 - 9:15 The Right Way - Demonstration
9:15 - 9:30 The Right Way - Discussion
9:30 - 9:45 Break
9:45 - 10:45 Customer Buying Styles - The Method
10:45 - 12:15 Recognizing Customer Buying Styles
12:15 - 1:15 Lunch
1:15 - 2:00 Account Scenario Workshop
2:00 - 2:30 Account Telephone Calls
2:30 3:00 Review of Telephone Calls
3:00 3:15 Sales Call Logistics
3:15 - 3:30 Break
3:30 - 5:30 Meeting with the Customer - First On-Site Sales Call (Video Recorded)
5:30 - 6:30 Review of First Call Meeting with Customer
Homework Develop Value Statements

Second Day
8:00 - 9:00 Continuous Communication Workshop
9:00 - 10:00 Selling to the Buying Styles
10:00 - 10:15 Break
10:15 - 11:15 Buying Influences
11:15 - 12:15 Active Listening
12:15 - 1:15 Lunch
1:15 - 2:15 Closing by Asking Questions
2:15 - 3:00 Closing by Handlling Objections
3:00 - 3:15 Break
3:15 - 5:15 Taking it From the Top ~ Second On-Site Call (Video Recorded)
5:15 - 6:15 Review of Second On-Site Call

Third Day
8:00 - 8:45 Features ~ Advantages ~ Benefits
8:45 - 9:30 Asking Questions to Close the Economic Buyer
9:30 - 9:45 Break
9:45 - 11:45 Closing the Deal ~ Third On-Site Call (Video Recorded)
11:45 - 12:45 Review of Third On-Site Call
12:45 - 1:00 Course Summary and Presentation of The Order Award

Times and Dates

This seminar lasts for 2 and a half days, and is held on the times and dates as noted herein.