Sales Training

• 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.

  
  -A. Feinberg
   Vice President of Sales, Southwest Region, UPS

Time: 1 -1 1/2 hour, 3 hours, or 1 day format Seminar

Description:
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

Course Content

• Fundamentals of Persuasion
  Significance of rapport
  How persuasion relates to rapport
  Dimensions of behavior
  Four behavior styles
• Understanding the Four Personality Styles
  Descriptions
  Buyer Needs
  Buyer Expectations
  Strengths and Weaknesses
• Applying Personality Styles at Work
  Identifying styles by observing behavior
  Persuasion strategies for each style
  Self Assessment
• Understanding Personality Style Changes
  Styles Under Stress
  Flexibility strategies

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

Course Content

• What is the listening process?
  The responsibilities of a listener and a speaker

• Understanding the barriers to listening
  Speaker generated
  Listener generated
  Words that decrease/increase communication

• Understanding listening filters
  Matchers/mismatchers
  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
  Nonverbal Communication
  Interest
  Key words
  Personality style: Using voice tone, pace, gestures
  Nonverbal Communication
  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

Course Content

The Consultative Selling Process: Steps A, B, C, D

• A: About
  You must learn about your customer’s business before the sales call

• B: Bad
  Find out what’s bad. Customers need us when they have problems.

• C: Consequences
  To provide momentum for buying, the consequences of doing nothing need to be identified.

• D: Desire
  If customers want the solution, this will add to the buying momentum.

• Implementing the Consultative Selling Process
  Pre-call planning: Objective and outcome
  Opening question
  Identifying Problems
  Strategic Questions: Features and Benefits
  Characteristics of skillful questioning

• Questioning Application
  Differentiating questions: Economic, User, and Technical Buyers
  Learning the techniques of skillful questioning
  Characteristics of skillful questioning
  Vocal qualities
  Strategies for questioning to maintain rapport
  Asking difficult questions
  Using questions to decrease the sales cycle
  Obtaining testimonials
  Determining buyer’s purchasing strategy
  Asking the Unspoken Questions
  Vulnerability analysis

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

Course Content

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

Prevention: Focus

• 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

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.