Sales Training Seminar Objectives
At the end of our public sales training seminar, attendees will understand:
- The pitfalls of traditional selling behavior
- Why some things are more difficult to sell than others
- How risk-averse, non-expert organizations buy products/services they don't fully understand.
- How needs develop in the mind of the buyer
- How needs develop across an organization
- How they make the decision to buy
- The key skills necessary to succeed in high-difficulty sales
- How to establish and maintain personal power as a salesperson throughout the selling process
- Team Selling
- The roles of the salesperson, technical support person and manager
- How people buy and the hierarchy of need—the buyer's psychological buying phases
- Shifting concerns during the course of the buying process
- How to align selling behavior strategically to the buyer's psychological buying phases
- Anticipating the buyer's behavior
- Why risk objections are positive and how to handle them
- How, if you have expertise and experience, to:
- Convince a prospect that you understand his business
- Get him to admit and focus on problems you can address
- Diagnose his problems with a bias toward your product capabilities
- Make him responsible for solving his own problem using your product/service
- Create a vision of a solution in his mind that matches your product/service capabilities
- Lead him, WITHOUT presenting your product, to the conclusion that he could solve his problem if he had the capabilities of your product
- How to do the above even if you do not have expertise and experience
- Essential tactical sales tools
- How to create the tools for your products and services
- How to gain access to, and establish credibility with, line executives
- How to qualify prospect needs and buying ability in a single sales call
- How to create anxiety aligned with your product capabilities in a prospect's mind
- How to exploit the expertise of technical support without losing power and control
- How to develop the needs of "committees" during a single meeting
- How to get executive, user and technical buyers marching in the same direction
- How to recognize quickly whether you are first or second
- How to change the rules if your competitor got there first
- How to negotiate the sell cycle in advance
- How to gain control of existing prospects
- The five components of cost justification: a specific cost justification model
- How to maximize utilization of technical and headquarters resources during the sale
- How to gain control of RFP situations
- How to work with third party consultants
- How to create INTEREST instead of tension during cold phone calls
- How to qualify and sell effectively over the phone
- How to do an effective sales seminar
- How to assess the quality of a prospect and your pipeline
- How to balance pipeline and activity on a monthly basis, regardless of sell cycle length
- How to maintain control of a long sell cycle, particularly at the end
- How to create the perfect opportunity to close
- The emotional hurdles that both buyer and seller must overcome before a contract can be signed
- How to do an accurate sales forecast and why salespeople should not do them
- How to implement the program strategically across your organization