EFFECTIVE SALES PRESENTATIONS

Participants will learn a five-step process for structuring sales presentations to a group. Please contact us for more information. Includes study workbooks BOOK THIS PROGRAM I HOME

 

SELLING SKILLS

Learning outcomes: Identify strengths and weaknesses in face-to-face selling skills Understand and utilize a model for collaborative selling Change the perception of sales from persuasion or manipulation to partnering with customers This workshop is perfect for selling situations in which building long-term customer relationships is critical to the selling process, custom-made product or service solutions are required to meet customer needs, and/or multiple decision makers are involved. The focus of this program is on becoming aware of the strengths and weakness of ones selling skills. Participants will take a questionnaire to generate a profile of how well they use the skills required to sell successfully. They will also create a plan for minimizing the weakness and maximizing their strengths. Additionally, they will be involved with a few experiential games that will enhance their sells skills. BOOK THIS PROGRAM I HOME

 

OVERCOMING OBJECTIONS

Ask any sales representative what the most difficult aspect of the sales process is and he or she will most likely tell you, "Overcoming customer objections." The successful handling of objections is a delicate skill that requires sales representatives to ask the right questions, identify customer needs, and satisfy expectations. We teach participants proven techniques for managing this aspect of the sales cycle, including an Affinity Diagram, a Decision Equation, and the Four A's Model, an effective step-by-step approach for handling objections. The training begins with an introduction to the different categories of objections, and a lecturette that familiarizes participants with the decision-making process and the Four A's Model. Then, using cards that present realistic sales objections, participants practice conquering them using the four-step approach. Finally, action planning enables participants to apply their learning to potential real-life sales objections. Learning outcomes include...   Discover how purchasing decisions are made Identify four categories of objections Use a reliable model for responding to objections Practice responding to typical customer objections Apply skills to real-life objections This program involves experiential games and no video BOOK THIS PROGRAM I HOME

 

EFFECTIVE NEGOTIATING

Please contact us for more information BOOK THIS PROGRAM I HOME