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SALES SKILLS TRAINING
Why attend:
- Many people in sales struggle with prospecting, lead and referral generation, lead tracking, qualifying, investigating and closing skills.
- Most have never received sales skills training in a proven and highly productive system.
Who should attend:
- Business Owners interested in increasing their top lines and holding margins;
- Sales Managers who need their sales team to follow a productive, repeatable system;
- Sales Executives who want to give themselves a raise.
What is covered:
- Common Sense Selling is a proven consultative sales skills system based best practice studies of highly successful sales executives.
Schedule:
- Each two hour session takes place on Thursday mornings from 8:30 – 10:30 AM.
- Attendees can join at any time following a brief 1:1 orientation.
- The series runs continuously and repeats every 12 weeks.
Your facilitator:
- Sam Williams, owner of New View Group, LLC, has worked as a national and regional sales director for 3 publicly traded companies and managed 2 training departments.
Session 1 |
Old vs. New Sales Processes
Simple vs. complex sales; The perils of “features and benefits” presentations. The buyer’s system and why it works…for them! |
Session 7 |
Presenting Solutions
What to include and not include in your presenta-tion. Re-testing for commitment. Closing the sale. |
Session 2 |
Building Trust and Rapport I
Understanding DISC behavioral styles and your DISC profile. |
Session 8 |
Sales Tactics I
Advanced interviewing techniques. Rewarding and refocusing. Cultivating and elevating “pain.” |
Session 3 |
Building Trust and Rapport II
Recognizing and adapting to Prospects’ domi-nant styles; The Trust Equation; Matching styles. |
Session 9 |
Sales Tactics II
Anticipating and defusing “deal killers”; Allowing the Prospect to say “no” or to convince you. |
Session 4 |
Structured Sales Calls
Meeting Agreements: Controlling structure while the Prospect controls content. |
Session 10 |
Prospecting I
Why sales people resist prospecting and how to overcome it; Creating effective elevator speeches. |
Session 5 |
Investigating Prospects’ Needs
Defining, characterizing and measuring “pain.” Pain development questions and techniques. |
Session 11 |
Prospecting II
Systems for tracking leads and prospects. Improving your self esteem and “inner game. |
Session 6 |
The Closing Plan
Pre-presentation tests for commitment; Draft proposals; Trading a decision for a Presentation. |
Session 12 |
Putting It All Together
New simplified rules of selling; Putting it all together: Sales Activator game and competition. |
Attend an FREE Executive Briefing to learn more:
- Call for dates and times.
Location: 4811 East Grant Road, Suite 261
Tucson, AZ 85712
Call 520-529-0816 to rsvp or
click Here to email New View Group
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