Topics of Training
BUILDING A FOUNDATION FOR SUCCESS
“It Doesn’t Take a Genius to Succeed, All it Takes is the Right Formula.”
Our minds perform similarly to a computer. The operating system of a computer is like our belief system, it determines how the information we are exposed to is processed. If we are to make changes in our life, we must first change our beliefs.
The principles and topics taught in this workshop include:
* Positive Mental Attitude
* Behavior Modification
* Motivation
* Thought Switching
* Change
* Success Rehearsal
* Visualization
* The Learning Process
* Modifying Your Belief System
BUILDING RAPPORT
“If you would win a man to your cause, first convince him that you are his sincere friend.”
- Abraham Lincoln
Building rapport is the method professional sales people use to develop a feeling of trust in the people with which they work. Never forget that people generally buy from those people they BELIEVE, LIKE, AND TRUST.
The principles and topics taught in this workshop include:
* Developing Trust
* Belief, Like, Trust
* Appearance
* Our Most Prized Possession
* The Personal Touch
* Listening
* Remembering Names
* Becoming a Detective
* Relationships and Friendships
CAPTURING YOUR PROSPECT’S ATTENTION
“You’ve only got 90 seconds to arouse your prospects attention, gain their interest, and get them to think, ‘tell me more’.”
Put yourself in your prospects position. Would you want to listen to your own presentation? Would it capture and hold your attention? What is it that makes you feel comfortable when you’re being sold?
The principles and topics taught in this workshop include:
* Standing out from the rest
* Enthusiasm
* Develop effective “Attention Getters”
* Tell me more
* First impressions
* Success Rehearsal
* Visualization
* A picture is worth a thousand words
* Provocative Questions
BUILDING YOUR SALES ARSENAL
“Our sales arsenal consists of all the information we have which will assist us in making more sales and in removing our prospects pain.”
The majority of all sales people are in sales for every conceivable reason other than they planned to be a sales person. Other professionals attend college, study, learn, intern and apprentice to acquire their level of accreditation. Sales people just happen. If a person worked as hard to be proficient at sales as other professionals in their chosen fields work, they would be at the top of their profession.
The principles and topics taught in this workshop include:
* Product Knowledge
* Industry Knowledge
* Knowledge of Competition
* Customer Service
* Consistency and change
* Know your prospect
* Become an assistant buyer
* Dealing with an unhappy customer
* Company improvement strategies
* Knowledge is power
DEVELOPING A POWERFUL PRESENTATION
“A Picture is Worth A Thousand Words.”
Developing a powerful presentation is only a piece of the sales puzzle. There are many aspects to making a sale, but nothing is quite as important as knowing what your prospect needs and then creating an interesting picture in their mind of how you will help them achieve what is important to them.
The principles and topics taught in this workshop include:
* Pre-qualifying
* Telling isn’t selling
* Purpose of the presentation
* Questioning
* Building rapport
* Visual aids
* They don’t care how much you know until they know how much you care
*Elements of an effective presentation
ASKING FOR THE BUSINESS
“The highest price you can pay for a thing is to ask.” – Emerson
In 63% of the sales transactions conducted in the United States today, no one will ask anyone to do anything. However, once the asking is done, the rest is easy. Sales is a process. Closing the sale and asking for the business is the logical conclusion of all the prior steps of the sale. The close will come naturally.
The principles and topics taught in this workshop include:
* Trial Close
* Identifying the Decision Maker
* Buying Signals
* Identify Objections
* Answering Objections
* Natural Conclusions
* Asking for the Business
* Features and Benefits
VISUALIZATION AND APPLICATION
“Your success or failure as a human being is not a matter of luck, circumstance or breaks. It is not who you are or any of the other myths by which people tend to excuse themselves. Successful people have developed an attitude of optimism, positive thought patterns and a vision of themselves succeeding which pulls them toward their dreams and goals.”
This workshop helps the participants understand the importance of mental power and imagery in achieving sales success. Every battle that was ever won, was won first in the tent of the general. Every victory in any sporting event was first won in the minds of the coaches and the players. When we understand the saboteurs of success and how to avoid them, combined with the basic principles of achieving success, we will indeed enjoy success.
The principles and topics taught in this workshop include:
* How to Visualize Success
* The Power of Mental Imagery
* Success Saboteurs
* Positive Mental Attitude
* Behavior
* Effort vs. Reward
* Raising Your Threshold of Pain
* Four Quadrants of Time Management
* The Power of Suggestion
* The Secret of Success
REACHING OUT FOR MORE
“All sales people are just ‘order takers’ until the prospect says no; that is when the skills and training of the salesperson transition him from an order taker to a sales person.”
In this workshop we will learn the major causes of lost sales and why sales people aren’t successful. We will discover the art of courting the sale, and the reasons why people buy. Most importantly, we will identify what to do between the presentation and the completion of the sales process.
The principles and topics taught in this workshop include:
* Major Causes of Lost Sales
* Four Qualifiers Necessary for Making the Sale
* Sell the Emotion
* Sell Self
* Logic vs. Emotion
* The Art of Courting the Sale
* Creative Selling
* Ten Most Wanted?
* Under Promise / Over Deliver
PROSPECTING, LEADS AND REFERRALS
“First, sell the appointment. Second, sell your product.”
Most sales people have a distaste for prospecting, primarily because they are so unsuccessful. The reason they are unsuccessful at making appointments is because they are selling their products when they should be selling the appointment. This workshop is all about scheduling an appointment in order to sell the product or service.
The principles and topics taught in this workshop include:
* Finding Customers
* Filling Your Pipeline
* Becoming the Voice of Your Industry
* Time Management
* Sales Systems and Tools
* Referral System
* Networking
* Ten Most Wanted
* Prospecting Scripts
* Perpetual Lead Generation
TIME MANAGEMENT AND ORGANIZATION
“The more time we spend on planning a project, the less total time is required for it. Don’t let today’s busy work crowd planning out of your schedule.” – Edwin C. Bliss
For a sales person, no statement is more true than “Time is Money”. The most effective and wealthy sales people have learned that they are in control of their destiny when they harness the power of effective time management, proper organization, and the ability to efficiently prioritize their resources.
The principles and topics taught in this workshop include:
* How to prioritize
* The secret of efficiency
* Daily planning
* Goal sheets
* Prospect data sheets
* Time management success
* Action strategies
* Taking inventory
* Building a courting kit
* First things first
UNDERSTANDING THE ART OF COMMUNICATION
“The moment we set eyes on someone, our minds make evaluations and judgments with lightning speed. The same is true for prospects who must assess us.”
The art of communication involves mastering every aspect of communication. It involves more than just the obvious spoken word, it also includes what the other party heard or didn’t hear. Communication involves every word, every action, every reaction, every, every deliberate or unintended impression, every stimulation of the five senses. In general, communication involves the sum of all interaction between people.
The principles and topics taught in this workshop include:
* Methods of communication
* Body language
* Personality types
* Self perception
* Appearance
* Dress and grooming
* Listening
* Speech
* Voice
* Intonation
* Volume
* Pitch
* Tone
EFFECTIVE QUESTIONING TECHNIQUES
“When it comes to sales success, questions are the answer.”
Several years ago, one of my sales associates shared a secret with me. He told me that the reason he was such a good sales person was the fact that he had been born with the “gift of gab”. Telling isn’t selling, but rather through the art of questioning finding out what is important to the customer, and then helping him achieve it.
The principles and topics taught in this workshop include:
* Understanding the sales process
* The six step sales process
* The power of questioning
* Types of questions
* When and how to question
* Discover, uncover, remove
* Eliminating objections
* Questions are the answer
* Diagnostic evaluation
* Dealing with objections
