The Psychology of Sales Success
In this training, participants will identify and begin to eliminate the mental blocks to sales success, develop the mentality and psychological framework that strong and elite sales professionals hone, and understand the Sales DNA weaknesses holding them back.
Participants will learn:
- The Sales Success formula
- The 4 Key attributes of Elite sales professionals, and
- The 6 sales DNA weaknesses that sabotage sales professionals and how to overcome them
Key benefits to participants and companies:
- Increased enthusiasm and engagement
- Increased commitment to selling
- Decline in excuse-making and blaming
- More sales and commissions
Delivery Methods: Online
Duration: 10 Hours
Mastering the Hunt
In this workshop participants will learn to become effective and efficient at the process of filling their pipeline through aggressive and consistent hunting. They will identify the framework for isolating who their best leads are, the best channels to reach them, and the best conversation to have them want to meet.
Participants will learn:
- How to source quality leads
- The 4 steps in the hunting process
- The art of effective cold calling and engaging people you have never met
- Getting past the gatekeepers
- Getting Past Resistance, Objections & Brushoffs (ROB)
- Booking a meeting that sticks
Key benefits to participants and companies:
- Increases in leads generated
- Increases in new meetings booked
- Increases in % of cold calls conversion
- More sales and commissions
Delivery Methods: Online
Duration: 10 Hours
Building Strong Relationships
In this training, participants develop clarity and effectiveness in their approach to the discovery meetings. They develop the ease of being with and dealing with people. They learn the best ways to start these meetings and how to progress through a structured agenda to a fruitful conclusion of the call.
Participants will learn:
- How to build rapport and likeability in the first 60 Seconds
- How to prepare effectively for discovery/needs analysis meetings
- How to build trust and credibility with the suspect throughout the engagement
- How to develop trust, a bond and strong relationships over time
- How to have relationships generate new business
Key benefits to participants and companies:
- Increases in the % of suspects converted to prospects
- Increases in number of referrals from Needs Analysis calls
- Increase in the $ value spent by new customers
- More sales and commissions
Delivery Methods: Online
Duration: 10 Hours
Consultative Selling
In this workshop participants confront and dismantle the traditional ways of selling that limits conversion to new accounts and the value of new business. They see the value of engaging suspects using the model of the consultant/doctor, whose primary tools are, questioning, listening and patience.
Participants will learn:
- How to use the Why Rule to get to the compelling reason for the suspect’s buying decision
- How to differentiate themselves by establishing their stand-out brand quality
- How to quantify the problem or opportunity for the suspect such that the ROI of their purchase decision is easily measured
Key benefits to participants and companies:
- Increases in the $ value of new accounts
- Increases in the % of suspects converted to prospects
- Reduction of the sales cycle
- More sales and commissions
Delivery Methods: Online
Duration: 12 Hours
Value Selling
In this training participants understand the difference between selling price and selling value. They can connect in a powerful way, the value of themselves and the value of their product and company. It will be easier for them to deal with the request/demands for discounts and sell their higher pricing solutions in the marketplace.
Participants will learn:
- The posture of the Value Sales professional
- Why prospects will and do buy
- How to ask great questions and enough questions to establish value.
- Getting past the gatekeepers
- Getting Past Resistance, Objections & Brushoffs (ROB)
- Booking a meeting that sticks
Key benefits to participants and companies:
- Improved Sales margins
- Increased transaction value
- Increases in the % of successful quotes
- More sales and commissions
Delivery Methods: Online
Duration: 6 Hours
Qualifying Essentials
In this training participants will understand what it takes to confirm a prospect's ability to buy based on examining six fundamental qualifying criteria. One of the least used and developed selling skills, the lack of qualifying has resulted in bloated pipelines, pressuring prospects, under and over quoting and the loss of Millions in sales revenues.
Participants will learn:
- How to uncover the prospect’s budget and money situation
- How to identify and influence the decision maker and decision-making process
- How to confirm the prospect’s commitment to acquiring a solution
Key benefits to participants and companies:
- Reduction of the length of the sales cycle
- Increase in the closing rate
- Reduction in the % of objections, stalls and put offs when closing
- More sales and commissions
Delivery Methods: Online
Duration: 5 Hours
Presenting to Close
From how to structure the presentation to making the bridge to the close, participants in this training participants will appreciate the value to present differently based on people's learning styles, decision-making styles, and sales personality. They will be more effective at mapping the customers' compelling need to the solutions that best satisfy that need and sharing that in a way that have the prospects experience their value difference.
Participants will learn:
- How to talk about their company and solution in the most compelling way for the prospect
- How to have the presentation be a dialogue
- How to bring up and address objections in the presentation, while steadily securing small yeses towards the ultimate YES
Key benefits to participants and companies:
- Improved closing rates
- Reduced closing cycle
- Increased closing value
- More sales and commissions
Delivery Methods: Online
Duration: 5 Hours
Sales Follow-up, Objections & Negotiating
The lack of a proper and effective follow-up and the uncertainty in dealing with objections and brush offs has resulted in the loss of millions of dollars by sales professionals. In this training participants will understand the value of the old Axiom, the money is in the follow up, identify tools to automate their follow up, and develop powerful responses to objections, reactive responses, brush offs and stalls.
Participants will learn:
- How to develop an automated sale opportunity follow up system
- The most effective mentality to eliminate objections from your sales process
- How to effectively respond to reactionary responses, objections, and brush offs
Key benefits to participants and companies:
- Improvement in closing rate
- Reduction in the sales cycle
- Increase in transaction values
- More sales and commissions
Delivery Methods: Online
Duration: 10 Hours
Closing the Sale
In this training participants will understand the 10 attributes that distinguish the elite closer from the average salesperson and create a program to develop those attributes within themselves. They will learn the 5 sales before the ultimate close, how to look and wait for the right moment to strike, and 6 powerful closing techniques.
Participants will learn:
- The closer's mentality
- How to identify the right time to ask for the business
- The tools to be ready to close
- Techniques to ask for the business and how to use silence to close more sales
Key benefits to participants and companies:
- Growth in the % of sales reps exceeding quota
- More repeat business and referrals
- More sales and commissions
Delivery Methods: Online
Duration: 8 Hours
CUSTOMIZED PROGRAMMES
In addition to the programs outlined above, we customize programs to the specific needs and situations of our customers.