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Sales Essentials
Negotiations: A Human Relations Approach
Duration : 2 hours
Learning Objective:
- Practice methods to uncover and appeal to the different interests that are brought to the negotiation table.
- Recognize where negotiations fail and use the four steps in the negotiations process for success.
- Use Increase listening to uncover and clarify the needs and interests of others.
- Create power questions to get the information needed from each negotiator.
- Establish appropriate targets before bargaining.
- Be able to recognize 12 common negotiating tactics.
- Use agreement strategies to move the negotiation to finalization.
- Follow the 9 principles to gain cooperation and persuade others.
Cross and Upselling
Duration : 3 hours
Learning Objective:
- Identify win-win opportunities to provide more products and services.
- Sell without feeling pushy.
- Apply a cross and up selling process to make decisions easy for customers.
- Identify the critical outcomes of leading with accountability.
- Determine actions you can take to improve your life in areas such as career, finance, health, family, social life, personal, community, and spirituality.
- Commit to the actions that will reduce stress and help you
Compelling Sales Presentations
Duration : 3 hours
Learning Objective:
- Leverage customer research and analysis to create targeted sales presentations.
- Ask thought-provoking questions and practice sincere listening to understand the customer’s needs.
- Build rapport, trust, and believability with customers.
- Use vocal skills and body language to transfer the message in a compelling way.
- Apply techniques to create a buying atmosphere and call to action
How to Cold Call and Build New Customers
Duration : 3 hours
Learning Objective:
- Use effective power phrases to gain appointments.
- Be poised and confident when cold calling.
- Use language that gets prospects excited.
- Appeal to buyers’ needs, wants, and interests.
- Maintain a positive attitude toward cold calling.
- Make sure you have the six “must knows” before you pick up the phone.
- Use three methods to get past gatekeepers.
- Leave voice mail messages that create callbacks.
- Leverage nine principles to strengthen relationships.
- Use prospecting tools for new business development.
- Use Daily Activity Sheets and Opportunity Charts to increase your effectiveness.
Appeal to Buyer Motives to Close More Sales
Duration : 1 hours
Learning Objective:
- Evaluate buyer perspectives to move the sale forward.
- Engage the prospect’s emotions in the buying process.
- Leverage best practices for advancing the sale, gaining commitment, and closing.
- Find ways to ask for the sale with confidence.
