Mastering the Sales Process
You have probably heard the comment: “This product sells itself!” While there are definitely fantastic products of every kind out there, we believe that in reality products don’t sell, people do! A quality product and product training are essential to your success but only in part. Strategic and tactical sales techniques are the vital tools that give you the edge in your market. This program is specifically geared to teach these techniques in a highly interactive and experiential environment – a methodology proven to work.
From an instructional standpoint, our programs include presentation, practice and application methods. We provide the structure; you provide the content. We provide proven methodologies for producing sales results. We work with you to tailor the practice and application sections to your products and markets so you can easily turn classroom learning into workplace results. You determine the level of customizing necessary for your needs and expectations.
In this program, you will learn to bridge your company’s offerings and your customers’ needs, while determining how to maintain a strong presence in the marketplace and create financial stability
Building a Strong Foundation for Today’s Sales Professionals. Results Speak Louder than Words.
People don’t work harder and smarter because the company will benefit. People take steps in new and challenging directions because they themselves will benefit. We address this reality by creating a bridge between personal and professional goal achievement. In order for this to happen, the program must address the participant’s question, “What’s in it for me?” We take great care to answer that question for all salespeople. When salespeople motivate themselves, everyone benefits. Our unique approach to integrated sales training is the result of years of research. This research isolated certain critical “Core Selling Skills” as a basis of all achievement.
In this program, you will learn to enhance your core selling skills to launch successful selling partnerships that bridge your company’s offerings and your clients’ needs
This course presents the elements of each Power, shows how to activate each Power, how to apply individual Powers and Power combinations. We provide a process for determining which Powers will be most easily activated in each persuasion encounter.
The Friendship Power: The keys to this power are trust and a common bond.
The Authority Power: By effectively showing credibility, knowledge, and authority, you reduce the risk inherent in most decisions.
The Consistency Power: We are slaves to consistency. When we learn what others are consistent with, we can frame our request accordingly.
The Reciprocity Power: This is the well documented, universal psychological requirement for quid pro quo.
The Contrast Power: In the real world of the brain, objective values simply don’t matter: perceptions rule.
The Reason Why Power: Scientific studies create and validate the Reason Why Power. Ask without a reason, get turned down. Provide a reason for acting, and you persuade compliance.
The Hope Power: Hope is the strongest motivator of all human activity.
Selling the most does not define the best sales manager. It is creating a sales force that produces results. Every day, sales managers are called to lead their teams. Their success depends on their ability to successfully convince others to follow them.
A sales manager’s success depends on a team’s success. Becoming an effective sales manager takes determination, patience, drive and an undying will to help others succeed. As a sales manager, you will achieve success through effective leadership.
Empowering Performance: A Sales Manager’s Guide to Success, is a training program intended for anyone in a sales management position. Whether you are new to sales management or you are looking to fine-tune current management skills.
This program teaches sales managers how to create and drive a sales force to achieve remarkable results. Through interaction and skill practice, participants will learn how to hire, retain, motivate, develop and lead a team to achieve the results needed.
A major goal of this program is to provide sales managers with the skills necessary to effectively lead a sales team and to identify the key characteristics that will lead to success. The program is divided into five modules, each with specific learning objectives.