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Sales Success - How to Sell More, Faster and Easier, In Any Market
Fri, 9 December 2016, 8:00 AM – 4:00 PM MST
Selling today is more competitive than ever before. Sales success in this market demands a new breed of top calibre professionals with advanced selling skills. Whatever got salespeople to where they are today is not enough to keep them there.
Corporate survival today is absolutely dependant on a world-class sales force. As many as 70% of companies do no sales training at all. The ones who do will control the markets of tomorrow. By fielding the best-trained, most highly-skilled salespeople, the company can control its own destiny.
Module 1: The New Realities of Selling
What are the most important factors that determine sales success or failure in today’s markets? In every market in every industry, there are salespeople and customers who continue to make sales, grow and prosper.
Because of ever-greater competition, customer satisfaction, concerns about costs, and uncertainty, the companies and individuals who survive and thrive are fast and flexible in rapidly changing conditions.
As Charles Darwin wrote: “Survival goes not to the strongest or most intelligent, but to the one who is most adaptable to change.”
In this lesson you will learn how to:
- Focus your efforts on your best market opportunities.
- Identify the very best prospects for your products and services.
- Lower buyer resistance to your offers.
- Put yourself on the path to continuous learning and growth.
Module 2: Prospecting Power
The most important part of selling is prospecting. The most successful salespeople have the most complete strategies and plans to develop the highest quality and quantity of prospects who can and will buy within a reasonable period of time.
In this lesson, you learn some of the most important ideas of prospecting and how you can apply them to your sales work to increase the number of sales you make, faster and easier than ever before.
Remember, the key to success in selling is to: “Spend more time with better prospects.” A prospect can be defined as someone who has:
- A problem that your product or service can solve.
- A need that your product or service can satisfy.
- A goal that your product or service can help him achieve.
- A pain or concern that your product or service can take away
Module 3: Relationship Selling
Selling has changed dramatically in the last few years, from a rapid, impersonal process to a slow, people-intensive process. The heart of the sale today is contained in the quality of relationships that you form with your prospects and customers. The very best and most successful salespeople are those who are the most capable of entering into and maintaining the highest-quality relationships with people who can buy from them and recommend them to their friends and associates. In this lesson, you learn the key elements of relation-ship building and relationship selling and how you can apply them to every part of your sales activities.
Module 4: Identifying Needs Accurately
Customers buy for their reasons, not yours. The most important thing you do in a sales presentation is to un-cover the true needs or problems of the prospect that your product or service can fulfill or solve. Selling is both a science and an art. Top salespeople have a set of skills they can use to establish higher levels of rapport and to separate prospects from suspects. By learning and practicing a series of powerful, proven skills used by high performing salespeople everywhere, you can dramatically increase your effectiveness and your results. In this lesson, you will learn some of the best ideas used by some of the best salespeople.
Module 5: Making Persuasive Presentations
The presentation is the “inner game” of selling where the actual sale is made. It is during the presentation where you transform a skeptical or reluctant prospect into a committed customer. An effective presentation can increase your sales by several times over an unplanned and uncoordinated explanation of your product or service. Once you have determined that the prospect needs the product, can use the product, can benefit from the product and can afford the product, it is time to persuade him or her to take action. Fully 95% of presentations can be improved in some way. Keep working on your presentation until you sell successfully to a qualified prospect almost every time.
Module 6: Overcoming Objections
Objections are a normal, natural and unavoidable part of the sales process. Nonetheless, most salespeople become discouraged and disheartened when the customer begins to object to their offering on the basis of high price, better offers from competitors and other reasons.
The fact is that hundreds, and even thousands, of commercial messages, today bombard customers. As a result, they are skeptical, suspicious and careful with their time and money. No matter what you are selling, customers will have questions and concerns that you must resolve before you can proceed to a sale. Your ability to handle these questions and concerns is a key skill that is essential to your sales success.
In this lesson, you learn some of the key questions and responses that you need to effectively answer any objection that a customer can ask of you.
Module 7: Closing The Sale
The ability to get your prospect to make a firm buying decision is central to your success in professional selling. All top salespeople are excellent at bringing the sales conversation to a successful close. Learning how to close a sale is a skill that can be developed, like riding a bicycle.
In this lesson, you learn some of the key closing ideas practiced by the top money-makers in sales, in all fields. When you learn how to close easily and well, at the appropriate time, and in the appropriate way, you will take full control over the future of your sales career.
Frequently Asked Questions:
Are meals included? Coffee, refreshments and a lunch will be provided.
What do I take home?
- 7 topic, 90 page Workbook
- 21 topic Audio USB
- A Beautiful Certificate of Completion
Additional Questions? Contact the FocalPoint office at 780-665-4957 or email firstname.lastname@example.org
Visit our website at www.shelleybablitz.focalpointcoaching.com
Date and Time
FocalPoint Business Coaching & Training
Suite 2020 Tower 1, Scotia Place
10060 Jasper Avenue
Edmonton, AB T5J 3R8