Seminar Outline:
Have you noticed how everybody these days offers very competitive pricing?
Does it seem to you that the quality of most products in any given market is
very similar, and very high? When all of the players in a particular market are
this close on the critical selling points, what do you have to do to gain market
share? Easy! Don’t sell the customer what you have – sell him what he wants!
The secret is to take a value-based approach to selling. Simply put, this
approach relies on using a sequence of careful, polite questions to interview
your customer about his situational wants and needs. As you build trust, you are
also gaining an understanding of what your customer will truly value. A sales
representative who has been well-trained in this approach to selling will
actually end up selling more per visit, while cementing a long-term relationship
with the customer that will insure many more visits and sales in the future.
Our "Introduction To Sales" is a fast-paced, highly interactive
two-day, hands- on seminar designed to help you develop the value-selling skills
you need so that you can offer your customers what they need. Under the guidance
of our experienced senior sales coaches – all of whom have built successful
sales careers using these effective methods – will lead you through a series of
practice-driven learning modules. By way of small group exercises, role-plays
and personal coaching, you will be able to gain real-world practice in your new
selling skills as you study them. You will also gain valuable insights into the
different behavioral and buying styles of your customers, so that you can
structure solutions for them that they will readily appreciate.
Seminar Objectives:
Participants in the "Introduction To Sales" seminar will learn to:
- Relate to different buyer types—users, authorizers, and
purchasing agents
- Make use of careful, thoughtful questioning skills to develop insights
into customer needs and desires, in order to offer solutions that will
provide an advantage over the competition
- Synthesize customer answers to offer creative solutions the customer
will value
- Assess post-sales call results to refine data that will be helpful for
the whole company
- Make use of the face-to-face sales process of questioning, closing
skills and handling objections
- Recognize basic styles of buyer behavior and determine how to adapt to
each style to create positive “chemistry”
- Formulate a personal Feature—Advantage—Benefit and Proof Outline for one
or more of their products
Private Group Sales Training: Group sales training can be tailored to the needs of
the client
organization and delivered on-site at the time and location of the clients choice.
Public Open Enrollment Sales Training Seminars: Individuals are invited to
participate in monthly seminars held across the US in an open enrollment format.
For more information and pricing, please complete this form and we will email
you a confidential Annotated Outline that will provide you with an hour by hour
description of this training seminar.
