Persuasive Sales Training Seminar
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It is no secret that mastering the sales process is a key component of being successful in your sales career.
So if you are reading about this course, you are probably a new salesperson or one who wants to increase their sales skills. If so, you've come to the right place.
Our hands-on seminar will teach you the right way to call on customers, the right way to listen to customers, and the right way to get your sales closed!
You will learn:
- The "Sales Process" from the initial contact to follow-up
- Customer Buying Styles
- Objection Handling
- How to insert yourself into the customer's buying cycle
- Account Management tips
- Proven selling skills
The Course Structure
The seminar combines theory, practice, and personal feedback, with an emphasis on making sales calls through our unique scenario-based methods.
Each scenario is based on the actual products and services that the participant sells, so each participant can take away proactively developed pitches, scripts, objection handling skills, and closing skills for their specific product set.
Placed in teams, participants support each other and learn from each other as they individually compete for "The Order" by making three on-site sales calls to instructors who portray their customers.
The first call focuses on understanding customer expectations and determining customer needs. The second call focuses on selling value, reducing perceived risks, buying influences, asking questions, and handling objections. The third call focuses on closing for a commitment or an order.
Each salesperson receives personal feedback from the instructors, based on the videotaped calls.
The class time is divided as follows:
- Theory 8.50 hours
- Interactive Workgroups 5.25 hours
- Sales Call Simulation 6.00 hours
- Personal Feedback 2.75 hours
8:00 - 9:00 Introduction
9:00 - 9:15 The Right Way - Demonstration
9:15 - 9:30 The Right Way - Discussion
9:30 - 9:45 Break
9:45 - 10:45 Customer Buying Styles - The Method
10:45 - 12:15 Recognizing Customer Buying Styles
12:15 - 1:15 Lunch
1:15 - 2:00 Account Scenario Workshop
2:00 - 2:30 Account Telephone Calls
2:30 3:00 Review of Telephone Calls
3:00 3:15 Sales Call Logistics
3:15 - 3:30 Break
3:30 - 5:30 Meeting with the Customer - First On-Site Sales Call (Video Recorded)
5:30 - 6:30 Review of First Call Meeting with Customer
Homework Develop Value Statements
8:00 - 9:00 Continuous Communication Workshop
9:00 - 10:00 Selling to the Buying Styles
10:00 - 10:15 Break
10:15 - 11:15 Buying Influences
11:15 - 12:15 Active Listening
12:15 - 1:15 Lunch
1:15 - 2:15 Closing by Asking Questions
2:15 - 3:00 Closing by Handlling Objections
3:00 - 3:15 Break
3:15 - 5:15 Taking it From the Top ~ Second On-Site Call (Video Recorded)
5:15 - 6:15 Review of Second On-Site Call
8:00 - 8:45 Features ~ Advantages ~ Benefits
8:45 - 9:30 Asking Questions to Close the Economic Buyer
9:30 - 9:45 Break
9:45 - 11:45 Closing the Deal ~ Third On-Site Call (Video Recorded)
11:45 - 12:45 Review of Third On-Site Call
12:45 - 1:00 Course Summary and Presentation of The Order Award
Times and Dates
This seminar lasts for 2 and a half days, and is held on the times and dates as noted herein.
|About The Provider:
||Sales Concepts provides sales training seminars and programs, public sales training, customized sales training, trade show sales training, phone sales training and individual training.
In addition to sales training, we also provide customer service training, leadership and management training, telemarketing sales training, field service representative training, presentation training and negotiation training.
We educate people about the sales process, listening, asking questions, negotiating value, financial justification, return on investment, selling benefits, selling value, handling objections, closing, behavior styles, telephone sales, first impressions, negotiating tactics, concessions, power, intimidation, assumptions, creativity, presentations, hiring, coaching, and more.
Sales Concepts, Inc. celebrates over 27 years in business by continuing to offer cost-effective innovative training programs.
Your program is delivered by our best resource, sales and service training professionals who have experience in sales, service, leadership and management.
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|Keywords For This Course:|
sales training, mastering the sales process
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