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Master The Sales Process
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Program |
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Attendees compete for "The Order" in an interactive and fun learning environment. At Sales Concepts, we believe their 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! Our goal is to help each individual person enrolled in Persuasive Sales sell at their highest potential in a lasting and consistent way that works for them. |
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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. Instructor to Student Ratio = 4 to 1 |
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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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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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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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The opportunity to win "The Order". |
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| The Sales Process |
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Inserting yourself into the customer's buying cycle. |
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| Account Management |
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Proactive versus reactive selling, 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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Course Synopsis |
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Attendees are shown ways and encouraged to set themselves apart from their competition. With the help of the attendee's manager, we base each scenario on the actual products and services that the participant sells. Placed in teams, participants support each other and learn from each other as they individually compete for The Order by making three on-site sales calls. Sales Concepts instructors portray their customers. The first call focuses on understanding customer expectations and determining customer needs. The second call focuses on selling value, reducing perceived risks, buying influences, asking questions, and handling objections. The third call focuses on closing for a commitment or an order. Each sales person receives personal feedback from the instructors, based on the video taped calls.
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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 - Demonstration |
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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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Features ~ Advantages ~ 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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Copyright ©2010 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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