“I want sales training that develops selling skills to improve my performance or my staff’s sales performance.”
What skills do you need to increase sales?
1. Start with quickly creating rapport and influence skill.
2. Focus on listening skills to hear what your customers mean ,they hear your selling proposition, and you learn how your customers are going to buy..
3. By using effective consultative selling skills and strategies you will ask the questions that guide your customer to buy.
4. Develop your selling strategy that identifies the most likely customers–your ideal customers– to buy from you.
5. Finish with staying motivated through the challenges of sales and business.
But how? We’ll show you. The mission of [email protected] is to help salespeople and managers achieve their selling goals. We will teach you the selling skills that lead to success. These essential skills are taught in these focused sales training programs.
Your products may be unique or they may be commodities. Your salespeople still have to sell them. Some salespeople lack the people skills to be effective in sales. Other sales teams need help with their sales organization because they’re calling on accounts that they shouldn’t be wasting time on. Once your issues are identified, a program can be developed that will address your specific selling issues and produce results.
Skills Development Seminars
Your presentation on Personality Pointers (persuasion) was put immediately to work at UPS. It was valuable training that really got our staff of experienced salespeople thinking.
Vice President of Sales, Southwest Region, UPS
Time: 1 -1 1/2 hour, 3 hours, or 1 day format Seminar
Have you noticed that some people are easy to work with and others are much more difficult? You can make it easier to work with others when you understand the secrets of persuasion. This presentation includes the clues to use so you can develop and succeed at your persuasion strategies with clients, co-workers, and managers. When you understand persuasion you will work more effectively with others. You will increase your job satisfaction and reduce stress when you learn the secrets of persuasion.
Goals: To increase productivity by learning how to create rapport and understand different personality styles. You will learn to plan and execute sales strategies that meet your customers’ style needs.
Results: Participants learn to identify different behavioral styles in the workplace. They know how to modify their behavior to improve their productivity and reduce stress with other styles.
Participants: Sales personnel, customer service personnel, and management personnel
- Fundamentals of Persuasion
Significance of rapport
How persuasion relates to rapport
Dimensions of behavior
Four behavior styles
- Understanding the Four Personality Styles
Strengths and Weaknesses
- Applying Personality Styles at Work
Identifying styles by observing behavior
Persuasion strategies for each style
- Understanding Personality Style Changes
Styles Under Stress
How to hear what your customers mean and how to send a message that’s easier to understand.
Hearing What People Mean
Time: 1- 1 1/2 hour, 3 hours, or 1 day format
Seminar Description: One of the greatest needs is for people to be heard. Listening is the skill that is critical for sales and business success. Most untrained listeners hear 30% of what is said and retain only 10% a week later. This interactive class teaches the skills to be a better listener. Listeners need to understand the clues they should be listening for, what the clues mean and how to use the clues to improve understanding and communication in business. Effective sales training includes honing and improving listening skills. Listening is critical for business success.
Goals: To develop listening skills that create rapport and increase effective communication.
Results: Participants learn how to apply the listening process at work. They know how to modify their behavior to improve their listening skills.
Participants: Sales personnel, educators, customer service personnel, and management personnel
What is the listening process?
The responsibilities of a listener and a speaker
Understanding the barriers to listening
Words that decrease/increase communication
Understanding listening filters
Big picture/small picture
What good listeners do
How to look like you are listening
How to sound like you are listening
How to act like you are listening
Knowing what to listen for
The sound of confidence
Personality style: Using voice tone, pace, gestures
Thought processing (auditory, visual, kinesthetic)
-How information is processed
-How to use the information
Applying listening skills
Goals for active listening at work
How to be a better listener
How to ask the questions that guide your customer to understand there is a need for your products and services and he should buy now
Time: 1-1/2 hour, 3 hours, or 1 day format
Seminar Description: Successful salespeople have the ability to know what to ask their customers in a way that produces valuable selling information. Consultative Selling gives you the skills to gather information that is essential to sell. You will learn the process to uncover your prospects’ or customers’ needs and buying strategy. You will learn to present your product or service so that your customer wants to buy.
Goals: To teach salespeople how to gather information skillfully and uncover their prospects’ and customers’ needs and buying strategy.
Results: Participants learn an effective strategy for questioning to gather useful selling information.
Participants: Sales personnel and management personnel
The Consultative Selling Process: Steps A, B, C, D
You must learn about your customer’s business before the sales call
Find out what’s bad. Customers need us when they have problems.
To provide momentum for buying, the consequences of doing nothing need to be identified.
If customers want the solution, this will add to the buying momentum.
Implementing the Consultative Selling Process
Pre-call planning: Objective and outcome
Strategic Questions: Features and Benefits
Characteristics of skillful questioning
Differentiating questions: Economic, User, and Technical Buyers
Learning the techniques of skillful questioning
Characteristics of skillful questioning
Strategies for questioning to maintain rapport
Asking difficult questions
Using questions to decrease the sales cycle
Determining buyer’s purchasing strategy
Asking the Unspoken Questions
Staying motivated in sales is a requirement for success. It’s more than feel good platitudes, too. Here’s what you can do to avoid the obstacles that set you back and how to overcome them if they do.
Seminar Description: Have you experienced a business setback that sent you into a tailspin? You can learn to avoid many of the downturns that may come your way. Life will still present you with the unexpected challenges that you will have to address. One of your options when a disappointment comes is to make it short lived and use the experience to propel you on to success. You will learn in this seminar to develop a strategy to minimize the disappointments that come your way and overcome them when they occur. By applying 7 principles to your work and life, you can turn setbacks into success.
Goals: To increase productivity and job satisfaction by learning to avoid and overcome the disappointments you face in business.
Results: Participants develop strategies to strengthen their resistance to disappointment and be prepared to address it appropriately.
Participants: Sales personnel, customer service personnel, technical staff and management personnel
Prevention: Develop Your Purpose
- Develop your personal statement
- Congruence in what you value and what you do
- What are appropriate goals?
- Making your goals work for you
Prevention: Nourish Your Soul
- Taking care of you
- Sources of joy
- Effects of others
- Internal vs. external focus
Prevention: Self Protection
- Destructive elements
- Taking compliments
- Focusing on what we lack vs. what we have
- Role of weaknesses
- Energy vampires
Moving forward: Taking Action
- Options for taking action
- Choices that move you forward
After the program, the participants were talking about what they learned. Even better than just talking, they were applying what they learned to their selling. One of my salespeople began using a statement of consequence that he learned from the program. He was pleasantly surprised at how well it worked. Your ideas even got some longtime, tough to sell, salespeople discussing how to apply your ideas.
-Bob Reetz, Vice President of Sales
Marsh Furniture Company
To support strong selling skills, additional seminars focus on the process of getting and maintaining business. These seminars can be added to the above seminars and customized for your audience.
These seminars include:
Skills Development Seminar Addon's
There are successful salespeople from all different personality styles. What distinguishes them from the less successful people is their optimism and flexibility. Learn the components of optimism and translate them into being more optimistic. Learn how being flexible can improve your success in business and life.
Are you looking for new ideas for business? A different process for discovery will get new solutions for today’s business challenges. Serious creativity is that process. Too often in business, we select the first solution when the ideal is to select the best solution. For many people barriers to creativity exist. You can remove the obstacles to creativity by learning more about the creative process and how to use it as a tool. You will learn to provide the necessary structure for creativity to flow and be able to produce many quality solutions to meet today’s business demands.
Successful salespeople use referral letters to help prospects quickly make the decision to buy. Using referral letters to sell requires less energy to sell. Learn how to get and use customer referral letters so you can shorten your sales cycle.
We have the power to control our success. We need to understand how to set goals and how to motivate ourselves to achieve them. Once this skill is learned, we can reduce the stress in our life and achieve more both personally and professionally.
An effective networking strategy simplifies doing business and generates sales. You will learn what you need to know about yourself and others to be an effective networker. You will learn to develop your own networking tools so that you can refer business to others and they can refer business to you.
Distinguishing yourself from your competition is how you get and keep your business. By asking the right questions, you can learn to determine the value you are bringing to your customer. The more value you bring your customers, the more difficult it is for your competition to take your business from you.
In the right hands, the telephone can be an invaluable selling tool to move your business dialogue forward. You can break out of phone mail jail! You will learn how your customer is hearing your message so that your selling message is heard. When you skillfully use your voice and develop your listening skills you will improve your sales results on the telephone.
Is your organization looking for new ideas to use customer service to grow your business? This presentation will give you those ideas. Do you know everyone who is talking to your customers? Do you want to use your business card as an effective customer service tool? Do you know who your most important customers are? You’ll get these answers and more in a humorous, dynamic presentation.