Students of the Sales Training Institute will learn to:

• Generate increased top line sales training revenue through sales skills development
• Learn to close more sales in a sales consultative approach by becoming business consultants
• Create better margins for sales training efforts while learning effective probing, supporting and closing skills
• Lower sales operating costs by increasing effective sales interviewing skills by quickly following up on sales leads
• Develop stronger telephone and face to face selling skills through high impact sales training seminars based on extensive in class practice
• Strengthen company’s identification of their strategic sales opportunities
• Design and optimize sales strategies for selling and winning business
• Become more productive at their sales jobs through pre-call planning and better handling
• Implement more effective sales communication skills through effective and efficient time usage in our sales training seminars
• Generate and practice more powerful customer sales presentations training
• Increase sales force training skills and become immediately more productive on their sales jobs
• Be more effective in their sales communications with their internal and external customers
• Apply the skills learned in our sales training seminars while energizing their fellow sales force members  

Increase sales is the business goal of every business from the single office/home office to Fortune 1000 companies. Every one is looking for better ways to enhance the sales process, to gain successful selling skills and to secure more sales revenue to the bottom line. Maybe, they are failing to use this one selling word.

So what is that one word that will increase sales? Agreement this word has truly almost magical power when used during the sales process.

According to Webster, one of my favorite friends, agreement means to being in harmony and understanding between individuals or a contract. The key word is contract. By having agreement means having a verbal contract. Through the articulation of this word by the sales person to the prospect and the prospect positively acknowledging agreement provides permission to go to the next step of the sales process. Fairly simple and straight forward isn't it?

Without agreement, you, the sales person, may be wasting a lot of your time from additional meetings to writing proposals. How many times have you as a sales person, written a proposal only to have it sit in limbo without any action being taken? Here is an example of how I use this powerful word within my business coaching practice that truly implies giving one's word through a verbal contract.

After the fact-finding session, I usually ask a closed ended question such as: "Are you in agreement with the situation that I have just described or is there something that I am missing or misunderstanding? Note: The situation includes demonstrating quantifiable results that easily reflect a significant, positive return on investment. I wait for the response both verbal and non-verbal before proceeding to the next question.

I then present how the coaching will proceed including an overview of objectives, schedule, retainer payment and payment of the balance. Since one of my values is to provide a money back guarantee less retainer, my clients feel confident that I am a person of high integrity and performance driven.

Again, I secure a verbal agreement from the prospect after I have shared with him or her the details of the coaching engagement. This final check in is critical just in case a new obstacle surfaces.

Source: Leanne Hoagland-Smith link