Modules in the Series Include:
Frontline Sales [PDF]Today’s customers are better informed and more aggressively targeted by your competition than ever. This two-day program is specifically designed for individuals who have sales responsibilities. It introduces participants to needs-based relationship selling skills and basic business development techniques.
Topics Covered
• Your Organization’s approach to selling
• Translating product knowledge into sales-oriented product fluency
• The Customer-Focused Selling Process
• Building multiple-product relationships
• Connecting with customers
• Clarifying customer needs and expectations
• Conveying solutions and options
• Overcoming objections
• Closing techniques
• Developing high potential prospect lists
• Developing and implementing sales plans
This program is designed to help salespersons:
• Demonstrate increased confidence with their selling role.
• Apply needs-based selling approaches upon return to the job.
• Identifying potential sales opportunities.
• Determine customer needs and link these needs to specific products/services.
• Ask for the business.
• Provide greater support to organizational sales efforts.
• Handle sales objections/complaints
• Build a personal action plan.
This program offers an effective balance of experiential and interactive learning techniques combined with practical adult learning methodologies and design. Concepts and applications are based on extensive research and careful testing. Participants receive an array of practical and useful tools to help them apply the techniques immediately upon their return to work.
Effective Negotiation Skills [PDF]By developing your negotiating skills you will become more confident, assertive, motivated, achieve better working relationships and obtain more win-win deals for your company. This workshop will be challenging, thought provoking, motivational and above all exciting. You will examine and evaluate the different styles of negotiation available and then use practical role plays to understand how to use the skills needed to become an expert negotiator. You will also use a variety of learning tools including assessments, real life scenarios, practice and feedback.
During the full day workshop you will:
• Identify opportunities for sales and negotiation
• Determine the behaviors of the successful negotiator
• Understand the stages of negotiation
• Plan for negotiation
• Follow the steps in the negotiation process
• Recognize your negotiation style and that of others
• Develop negotiation strategies
• Confidently enter into a negotiation with a win/win philosophy
• Develop a personal action plan to improve your negotiation skills
In addition to practicing negotiations, you will learn how to use the Situational Negotiation Strategy Selector. Relevant work related situations will be used during role play/practice sessions and critique. This course is designed for anyone in the organization who is called on to negotiate for his or her company.
High Impact Sales Presentations [PDF]This two-day training program strengthens the skills of the salespersons in your company who are required to make speeches and presentations. Whenever one makes presentations, he or she must capture the attention of the audience, communicate clearly and powerfully, and use visual aids effectively. This workshop equips participants with the skills to organize information and present it with high-impact. It teaches how to encourage and incorporate one’s audience in the presentation, and instructs speakers on how to use effective visual aids to create interest and impact.
Topics covered in the workshop include:
• Analyzing presentation requirements
• Developing presentation objectives
• Outlining the presentation
• Delivering the presentation with impact
• Communicating ideas clearly with appropriate language
• Dealing with “stage fright”
• Responding to audience questions/feedback.
Video coaching is used as the primary teaching method in the workshop. Participants write and deliver sales presentations in class, which are video taped for critique by the instructor. Those attending the workshop receive a certificate of completion.
Selling with Insight [PDF]Those completing this highly acclaimed selling skills class will improve their skills by understanding themselves and others using the Insight INVENTORY® This new selling system uses the INSIGHT to help increase sales effectiveness. It will help participants to understand their selling styles better and to use this understanding to improve interpersonal relationships with customers. This makes it possible for salespeople to reduce the interpersonal tension that often develops from style differences between themselves and their customers and to create open, honest dialogue. Sales representatives will be able to uncover customer needs and accurately match them with the most appropriate products and services.
Participants will learn:
• Their primary style preferences and how these affect their behavior
• How they may behave when under pressure and how selling situations can bring out this altered behavior
• How their styles impact their communication and sales approach with their customers
• How they are likely to be perceived by their customers, both positively and negatively
• How to flex their styles to sell more effectively to customers with similar styles
• How to flex their styles to sell more effectively to customers with different styles
• Strategies for dealing with difficult customers
The course includes an effective balance of discussion, individual and group activities and skill practice. Comprehensive workbooks are included as part of this course. Certificates of completion are awarded.
