Persuasive Sales

Master The Sales Process

Objectives

- Set attendees apart from their competition
- Enhance the sales process, improving the attendee's ability to win orders.
- Guide attendees' perspectives to see everything in the sales process as a part of closing.

Course Synopsis

Attendees compete for The Order in an interactive and fun learning environment. There is no single Right Way to sell at Sales Concepts. Using our unique experiential learning methodology, we can customize this program for the individual needs of each attendee! Persuasive Sales consists of interactive workshops, theory, sales-call simulations, and instructor feedback. 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.

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.

Topics Covered

The Sales Process
	We cover everything from the initial contact to follow-up.

Customer Buying Styles
	How to understand and meet your customer's expectations.

Handling Objections and Closing
	Objections should be viewed as an opportunity, not feared.

Asking Questions
	Selling is not telling. Questions lead to opportunity and more business.

Account Management
	Proactive versus reactive selling, the daily activities that yield positive results.

Selling Quality not Price
	Business is seldom lost because of price alone.

Communication
	The important link between you and your customers.

Program Length

2.5 days of Experiential Training

Class Size

Minimum of 8 and maximum of 24 participants. Student to Instructor Ratio = 4 to 1

Structure

Theory	8.50 hours
Interactive Workshops	5.25 hours
Sales Call Simulation	6.00 hours
Personal Feedback	2.75 Hours

Total Instruction:	22.50 Hours

Course Agenda


First Day

	8:00	-	9:00	Introduction
	9:00	-	9:30	Self-Analysis - Understanding Your Strengths and Weaknesses
	9:30	-	9:45	Break
	9:45	-	10:45	Customer Buying Styles - Understanding How Customers Buy
	10:45	-	11:45	Recognizing Styles via the Phone
	11:45	-	12:15	The Right Way Sales Call and Discussion
	12:15	-	1:15	Lunch
	1:15	-	1:45	Sales Scenario Fine Tuning
	1:45	-	2:15	Appointment Telephone Calls (Audio Recorded)
	2:15	-	2:30	Logistics of First On-Site Tailored Sales Calls
	2:30	-	4:30	First On-Site Sales Calls (Video Recorded)
	4:30	-		Review of Telephone and First On-Site Sales Calls

Second Day

	8:00	-	9:00	Selling to the Styles
	9:00	-	10:00	Buying Influences
	10:00	-	10:15	Break
	10:15	-	11:45	Asking Questions
	11:45	-	12:15	Listening
	12:15	-	1:30	Lunch
	1:30	-	2:15	Closing by Handling Objections
	2:15	-	3:15	Planning for Second On-Site Tailored Sales Calls
	3:15	-	5:15	Second On-Site Sales Calls (Video Recorded)
	5:15	-	6:15	Review of Second On-Site Sales Calls

Third Day

	8:00	-	8:45	Selling Benefits
	8:45	-	9:15	Closing the Economic Buyer
	9:15	-	9:30	Logistics of Third On-Site Tailored Sales Calls
	9:30	-	11:30	Third On-Site Sales Calls (Video Recorded)
	11:30	-	12:30	Review of Third On-Site Sales Calls
	12:30	-	12:45	Presentation of The Order Award

See our course schedule for locations and dates.

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