Each session is 2 hours long with assignments to practice during the week. Time is set aside each week to discuss issues encountered in actual selling situations.
1) Common Sense Selling Sales Process
Get the big picture overview of the selling system to see how all the pieces fit together so that you can use them effectively. This is an essential preliminary to the specific steps that will be covered in the next few sessions. Participants will gain an understanding of how people buy and how a “premature presentation” will create a “think it over” and a lower closing rate. Some basic metrics to be tracked will be introduced as well.
2) Building Trust & Rapport
Buyers don’t trust salespeople, and without trust, making a sale becomes very difficult. Here you’ll learn the things that salespeople unwittingly do to destroy trust and new tactics to quickly develop a great relationship with any prospect.
3) Meeting Agreements
Most salespeople have an inefficient selling process and are totally reactive to the buyer’s system. This session will teach you how to take control of the sales process without being pushy, shorten the sales cycle and eliminate “think it overs.” It will also create a common process/language for all the sales representatives and managers to utilize together.
4) Qualifying for Pain/Unmet Needs/Gain
Discover what really motivates a prospect to buy, how to uncover their “real pain” and how to apply these skills to your business. Learn how to “disqualify” a lead so that you are spending your time only with prospects that have a high probability of closing. Learn the questions that build value and develop urgency.
5) Prospecting and Referral Generation Skills
Prospecting is an area that most salespeople dislike. This session will help you overcome the fear of prospecting and develop an effective 20-second commercial and cold calling strategy. Learn how to cross sell and up sell and to generate referrals.
6) Qualifying for Money and Decision
Properly qualifying for “budget” is more than just finding out if they have one. Find out what you don’t know in this area and learn how to get all the money issues on the table quickly. Then discover the five keys to understanding the prospect’s decision process so that you can eliminate roadblocks and move the process along quicker. Understand how critical both steps are to the forecasting system.
7) Interviewing Skills and Conversational Selling Tactics
Most salespeople focus on presentation skills and product knowledge to get the sale. A salesperson’s ability to investigate is critical to success. Here you’ll learn how to ask questions more effectively and eliminate the tendency to do “free” consulting.
8) Creating a Closing Plan - Presenting Your Solution
This is not the time to wing it! Learn how to prepare for your face-to-face meetings, how to set the stage for decisions, what to present and in what order, how to get prospects to close themselves and how to avoid the four most common mistakes salespeople make in this step. Finally, learn a great tactic designed to protect the sale after it’s closed.
9) Behavioral Styles/DISC I
People buy from people they like and from people like themselves. This important module helps participants understand their own behavioral (personality) style, and how to quickly recognize other people’s styles. This assessment also relates each individual’s behavior to his or her selling style. Bring your DISC evaluation to this session.
10) Behavioral Styles/DISC II
Phase II of Behavioral Styles. In this module participants will learn how to adapt their behavior to be more like that of their customer or prospect in order to facilitate communication and understanding. A must if you want to build better relationships and grow your sales. Bring your DISC evaluation to this session.
11) Damage Control - Handling Stalls & Objections
Until you become a better qualifier, you’ll continue to be plagued by stalls and objections. This program shows you how to prevent stalls and objections and deal more effectively with the common roadblocks salespeople encounter.
12) Understanding the Inner Game of Selling
Learn the factors that contribute to develop both positive beliefs and a winning attitude. Understand how to get yourself out of a slump. Learn how to make small changes each day that result in big changes over time.
Information:
Call Sam Williams of New View Group, LLC at 520-529-0816 or email him at swilliams@newviewgroup.net for questions or pricing information.
