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Master The Sales Process
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Objectives |
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- Have attendees set themselves apart from their competition
- Explore the sales process and improve the attendee's ability to win orders.
- Change the mind set of the attendee to see everything in the sales process as a part of closing.
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Course Synopsis |
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Attendees compete for "The Order" in an interactive and fun learning environment. At Sales Concepts, we believe there is no single "Right Way" to sell. Using our unique experiential learning methodology we are able to customize this program for the individual needs of each attendee! Persuasive Sales consists of interactive workshops, theory, sales-call simulations, and instructor feedback. Simply put, people learn by doing; therefore, attendees sell their products and services to Sales Concepts’ instructors who portray their customers in three realistic (video-recorded) sales calls. These “real-life” scenarios are based on input from each attendee and their manager. Placed in teams, the attendees support each other, learn from one another, and compete for The Order. The three calls emphasize:
- understanding customer needs and expectations
- asking questions and listening
- determining buyer influences
- handling objections
- reducing perceived risks
- selling value
- closing the Economic Buyer (What we call the final decision maker)
We emphasize that closing is an integral part of the whole, not just an event at the end of the sales process. Attendees receive individual feedback from our instructors. Our goal is to help each individual enrolled in Persuasive Sales leave the class better prepared to win more orders and sell at their highest potential in a lasting and consistent way that works for them.
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Topics Covered |
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| The Sales Process |
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We cover it all from the initial contact to follow-up. |
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| Customer Buying Styles |
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How to understand and meet your customer's expectations. |
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| Handling Objections and Closing |
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Objections should be viewed as opportunity, not feared. |
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| Asking Questions |
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Selling is not telling. Questions lead to opportunity and more business. |
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| Account Management |
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Proactive versus reactive selling, the daily activities that yield positive results. |
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| Selling Quality not Price |
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Business is seldom lost because of price alone. |
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| Communication |
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The important link between you and your customers. |
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Program Length |
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2.5 days of Experiential Training |
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Class Size |
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Minimum of 8 and maximum of 24 participants. Student to Instructor Ratio = 4 to 1 |
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Structure |
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| Theory |
8.50 hours
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| Interactive Workshops |
5.25 hours
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| Sales Call Simulation |
6.00 hours
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| Personal Feedback |
2.75 Hours
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Total Instruction:
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22.50 Hours
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Course Agenda |
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| First Day |
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8:00
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9:00
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Introduction |
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9:00
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9:15
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The Right Way - Sales Call |
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9:15
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9:30
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The Right Way - Discussion |
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9:30
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9:45
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Break |
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9:45
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10:45
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Customer Buying Styles - The Method |
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10:45
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12:15
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Recognizing Customer Buying Styles |
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12:15
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1:15
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Lunch |
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1:15
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2:00
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Account Scenario Workshop |
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2:00
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2:30
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Account Telephone Calls |
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2:30
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3:00
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Review of Telephone Calls |
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3:00
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3:15
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Sales Call Logistics |
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3:15
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3:30
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Break |
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3:30
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5:30
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Meeting with the Customer - First On-Site Sales Call (Video Recorded |
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5:30
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6:30
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Review of First Call Meeting with Customer |
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Homework |
Develop Value Statements |
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| Second Day |
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8:00
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9:00
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Continuous Communication Workshop |
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9:00
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10:00
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Selling to People With Different Buying Styles |
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10:00
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10:15
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Break |
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10:15
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11:15
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Buying Influences |
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11:15
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12:15
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Active Listening |
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12:15
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1:15
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Lunch |
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1:15
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2:15
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Closing by Asking Questions |
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2:15
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3:00
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Closing by Handlling Objections |
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3:00
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3:15
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Break |
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3:15
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5:15
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Taking it From the Top ~ Second On-Site Call (Video Recorded) |
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5:15
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6:15
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Review of Second On-Site Call |
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| Third Day |
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8:00
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8:45
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Closing By Selling Benefits |
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8:45
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9:30
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Asking Questions to Close the Economic Buyer |
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9:30
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9:45
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Break |
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9:45
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11:45
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Closing the Deal ~ Third On-Site Call (Video Recorded) |
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11:45
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12:45
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Review of Third On-Site Call |
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12:45
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1:00
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Course Summary and Presentation of The Order Award |
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See our public course schedule for locations and dates.
For More Information On This Or Other Courses Contact Us
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Copyright ©2011 Sales Concepts, Inc. 610 Hembree Parkway, Suite 407, Roswell, GA 30076-3817 USA
678.624.9229 | info@salesconcepts.com | 800.229.2328
Sales Training Programs | Performance Improvement
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