Who Should Attend

Newly appointed sales specialists who need to sharpen their tools to respond to customer, team and company needs.

Objectives

By the end of the program, Participants will be able to:
Recognize the temperaments of buyers and know how to sell each the way they want to be sold.
Have a Selling Process that makes "Closing Sales" a piece of cake!
Double or even Triple monthly sales!
Go after the big sale and get it.
Set Goals that help bring about success, not discouragement for falling short.
Apply many exciting ideas and concepts that have helped thousands of others.

Program Profile

1. Selling & Salespeople
a. Definition of Selling.
b. What do salespeople do?
c. Types of salespeople.
d. Successful salespeople

2. The Buying Process
a. Types of customers
b. Consumer Buying Behavior
c. Organizational Buying Behavior
d. The buying decision process

3. Using communication in building partnerships
a. The communication process
b. Verbal & Non-verbal Communications
c. Body Language
d. Adjusting for cultural differences

4. Adaptive Selling
a. Types of sales presentations
b. Knowledge & adaptive selling
c. The social style matrix

5. The sales call
a. Planning the sales call
b. Making the sales call
c. Responding to objections
d. Obtaining commitment & closure

6. Partnership & Customer Relationship Management
a. Types of relationships
b. Characteristics of successful relationships
c. Phases of relationship development
d. Customer relationship management (CRM)