The Profession of Selling.

o   ‘Are Sales Professionals becoming Obsolete?’

o   The 3 Ages of Selling.

o   The 12 Models of Selling.

Qualities of Top Sales People.

o   Examination of studies done by Harvard Business School and a leading US Sales Trainer & Author.

Time Management and Planning.

o   2 critical skills that sales people need and most do poorly.

Your Sales Process.

o   The importance of a ‘standardized’ approach to selling.

o   What value does your Sales Process bring to your customers?

o   How will using your Sales Process make you a better and more successful sales person?

6-Step Sales Process

#1 – Prospecting.

o   How to find and make successful initial contact with potential customers.

o   The Dreaded ‘Cold Calling’.

       •  What is it?  •  Why do it?  •  How to do it?

#2 – Qualifying.

o   How to choose which prospects to go after and which to walk away from.

o   Learn the 6 facts you must know about your prospect to make any sale.

o   Why you should avoid directly answering the ‘price’ question right away.

#3 – Investigate / Assess your Prospect’s Need.

o   Learn the information you must have to ‘sell’ your prospect.

•  Ask relevant questions.  •  Begin a Relationship                      and Build Trust.  •  Meet the Decision Maker(s).   

•  Evaluate the Competition.  •  Formulate your Pricing Strategy.

#4 – Present Your Solution.

o   How to present your product / service solution in a clear, convincing and compelling manner.

•  Definition of a ‘Unit of Sales Conviction’.   

•  Presentation / Proposal Guidelines.   

•  Presenting the ‘price’.  •  Soliciting feedback.   

•  RFP’s and other bidding situations.  

#5 – Closing the Sale.

o   How to successfully complete the sales interaction.

•  Strategies to ask for the order.  •  Responding to Buying Signals and Objections.  •  Negotiating.   

•  Upselling and Cross-Selling.

#6 – Post-Sale / Customer Retention.

o   How to sell the ‘next order’ to this customer.

•  Order fulfillment follow-up.  •  Account Management activities.  •  Meet Senior Management.   •  Strategies to keep the Competition out.

Take-Aways.

o   What are you going to use from this program right away that will help you make more sales?

Conclusion and Evaluation