You have probably heard the comment: "This product sells itself!" While there are definitely fantastic products of every kind out there, we believe that in reality Products Don't Sell, People Do! Quality product and product training are essential to your success but only in part. Strategic and tactical sales techniques are the vital tools that give you the edge in your market. This program is specifically geared to teach these techniques in a highly interactive and experiential environment - a methodology proven to work.
Write proposals that lead to close sales.
Set specific, achievable, trackable, sales goals that impact both personal and professional success.
Build strong partnerships with clients to create customers rather than just close sales.
Distinguish between peddler and partnership approaches.
Apply skills and tools to facilitate long-term partnerships.
Provide value over and above product.
See the sales process from the customer's point of view.
Identify four personality styles and how to work best with each.
Create rapport with customers through "mirroring" techniques.
Understand why customers buy and what customers value.
Develop questions for your value profile to address the needs and values of customers.
Apply the value profile to match your own products and services to customer-defined value.
Develop and "up-front close" to ensure that both your time and your customer's time is well spent.
Tailor benefits to specific customers.
Identify benefits for your own products or services.
Use a formula for developing and presenting benefits.
Construct partnership presentations that involve your customers.
Identify and evaluate the elements of an effective presentation.
Plan for the logistics of a presentation.
Conduct a presentation with appropriate benefit statements to meet the prospect's needs.
Understand obtaining and using proofs and other materials to back up your presentation.
Design and practice the presentation using literature, visual aids and support material.
Make a confident and persuasive presentation that will close the sale.
Determine which objections are productive to answer and which are not.
Form appropriate responses to objections using a four-step procedure.
Be confident in handling objections.
Use objections to move the sale along.
Understand what closing is and what it is not.
Gauge how well you have carried out the whole process by your customer's readiness to close.
Recognize when the customer is ready to make a decision.
Use trial closes to define closing opportunities.
Develop closing objectives that meet both the needs of your customer and your need to make the sale.
Develop a variety of approaches that facilitate customer decisions.
Apply the core skills that you have been learning throughout the program.
Practice your own action plan for your CSO through role playing.
Act as a key decision-maker for one of your task force member's role-play.
Work in a team to aid, observe and critique.