What is Selling?

• Why do people buy?

• The sales cycle

Developing a Call Objective

• Why you must have a call objective

• Six rules for developing call objectives

Features and Benefits

• Features versus benefits

• Seven types of benefits that motivate people to buy 

• Why some benefits help you win more than others 

• The problem with feature/benefit selling

Opening a Sales Call

• Techniques for creating interest and excitement

• How to leave voice mail messages that get returned.

Qualifying

• Determining who has the need, money, and authority to buy

• Three additional qualifiers most sales reps overlook

Questioning techniques

• Questions for qualifying

• Questions to uncover needs

• Questioning to obtain agreement

• When to use open-ended versus closed-ended questions

Creating a Prospect Profile 

• Who should you be talking to?

• What are their needs and interests?

• What might be their concerns?

Listening Techniques

• Fourteen keys to effective listening

• How the prospect knows you’re listening

Presenting a solution

• Matching benefits to needs

• Getting agreement

• Introducing the “YES!” scorecard

Buying signals

• How to recognize them

• Using visualization to create them

Closing Techniques

• Why you have an obligation to ask for the order

• Knowing when you’ve earned the right to ask for the order

• Closing to move the sales process forward

Managing Objections

• Recognizing “NO!"

• Why people say “NO!”

• Seven steps in managing objections

Role-play and Critique

ADDITIONAL SALES TRAINING PROGRAMS
 

Account Planning and Management

• Identifying key or major accounts

• Understanding the account and how they buy

• Understanding the players in the account

• Reaching decision-makers

• Developing and implementing an account strategy

• Major Opportunity Profile

Territory Management

•             Classifying accounts

•             Prioritizing activities

•             Forecasting

•             Managing your pipeline

SALES MANAGEMENT TOPICS
 

Hiring Top Performers

• Writing job descriptions and candidate profiles

• Recruiting top candidates

• Interviewing candidates with prior sales experience

• Interviewing candidates with no prior sales experience

• Spotting the golden nuggets

• Reference checking

Monitoring and Coaching

• Role play exercise method

• What to look for during sales calls

• Coaching techniques

Developing Effective Compensation Plans

• Paying for what you want done

• Avoiding conflict among sales channels and teams

• Using your comp plan as a coaching tool

Evaluating Performance

• Setting quantitative and qualitative goals

• Tracking and measuring results

• Identifying strengths and areas for improvement

• Reaching agreement on future goals and actions to be taken 

Managing Managers

• What’s different about managing managers

• Creating a management team

• Interactions with subordinate’s subordinates

• Managing up, down, and sideways

Tools for Managing

• Conducting account and territory reviews

• Forecasting techniques

• Business planning

• Promoting teamwork

• Recognizing and rewarding key performers