|
 |
 |
 |
|
|
SALES MANAGEMENT TRAINING
[COURSE #1.1]
What is the number one complaint that customers voice about sales people?
Sales representatives simply don’t take the time needed to listen and determine real needs before proceeding. They “tell” and attempt to sell prematurely. This hands-on, exercise driven sales training program teaches sales skills that increase awareness and build listening skills. Workshop participants are assessed in a sales benchmark to determine where new sales skills are needed most. Sales professionals in this workshop can expect to increase revenues by learning to build a greater understanding of each client’s particular situation, needs, and strategy. Course participants learn to determine how their company and product/service provides meaningful value to a client. They learn how to best package and sell that added value to potential customers. This highly interactive sales training workshop will help sales representatives challenged highly competitive, saturated and commoditized markets.
Students are taken step-by-step through a proven sales process that compliments their natural intuitive sales ability. Training includes role-plays, in conjunction with feed back sessions to assure that each class participant has achieved direct behavioral changes in their sales approach.
Objectives
Participants will learn to:
- Assess their current sales skills by a benchmark
- Apply a proven sales process to current intuitive sales ability
- Determine the individual behavioral style of customers & how to interact with each for maximum effect
- Understand buyer types and what factors motivate each
- Listen for key factors that will make or break the sale
- Use communication techniques to package product/service differentiation and client benefits
- Overcome the fears of cold calling
- Easily open useful dialogue and build customer rapport
- Clarify customer pain and their readiness to act
- Listen instead of prematurely pushing products/services
- Employ top closing techniques for better results
- Build a toolbox full of sales consulting training tools
"The most useful sales management training Texas firms can employ!"
"Medical device sales training our industry needs today."
Class Size: Up to 16
Length: 2 days
|
|
 |
|
 |
|
