Effective Sales Training For Maximum Results
It is sell or die because sales are the lifeblood of any business. If you want to make a sale, don't concentrate on selling alone. Identify the needs of the customers. Create rapport and adapt your communication style to create positive result. Learn how to close a sale.
In the early 1950s, IBM was run by CEO Thomas Watson Sr. and President Thomas Watson Jr. Watson Sr. was opposed to the idea of tapping the capital market to fund IBM expansion. This did not deter Buck Ewing, Morgan Stanley investment banker who was assigned to handle the IBM account. He would call on the Watsons annually and it finally got to the point where Watson Sr. who admired persistence, would give him 5 minutes.
When Watson Jr became CEO and decided it was time to tap the capital market, Ewing was ready. Morgan Stanley appeared at the top of the list of underwriters which was quite a coup because US$200 million was the 2nd largest stock sale in Wall Street history at that time.
Sales Training Course Benefits
- Sales Training Programmes build confidence. Sales managers will understand why certain techniques don’t work and what they need to do.
- Sales Training Workshops encourage More Sales Activities which in turn lead to higher sales
- Sales Training gets sales people focussed on what they need to do. There are too many distractions and focus is necessary to beat competition.
- Sales Training acts as a motivator. Sales managers can get discouraged and need motivator boosters too!
- Sales Training empowers sales managers to close more deals through best practices
Sales Training Course Outline
Module 1: Your Unique Selling Proposition
A positive attitude sets the underlying foundation to sales success. Your attitude determines your altitude. Henry Ford: " “Whether you think you can, or you think you can’t either way you’re right.”
- Invigorate yourself and others with a positive attitude
- Getting out of sales slumps
- 7 Power Tips to remaining motivated
- Creating your USP – Unique Selling Proposition
Module 2: Power Up Your Prospects
Prospecting is one of the most critical sales activity. Sales professionals and sales managers must learn to ask qualifying questions and keep refining prospect lists to minimise time calling on people who are unlikely to do business with you. In this Sales Training Module, you’ll discover more effective ways of reaching your ideal target customers.
- What problems do you solve
- Identifying target markets and targeted client profile
- Lead generation and prospecting strategies
- Online Marketing Strategies to prospect
- Understanding Decision-Making
- Qualifying prospects and getting past gate keepers
- How to manage your pipeline and sales funnel
Module 3: Sales Approach
- Types of Sales
- Common Sales Approaches
- Glossary of Common Sales Terms
Module 4: High Impact Sales Presentations
One of the most common failures of Sales managers is their inability to close. Closing a sale is broken down into steps during this Sales Training Workshop. Effective closing methods are not the same as high powered sales pressure selling. Instead, your closing methods need to link your closure to prospects’ key buying motives.
- Preparing for sales meetings,sales presentations and client meetings
- Building rapport and connecting with your customer
- Asking powerful questions and assessing needs
- Handling objections, negotiating and closing sales
- (note : we have a High Impact Presentation Skills Training Workshop for 2 days)
Module 5: Active Listening
- The Importance of Active Listening
- Minimal Encouragers
- Restating and Paraphrasing to Gain Commitment
Module 6: How To Handle Objections
- Common Types of Objections
- Basic Strategies to handle objections
- Advanced Strategies to turn objections into wins
Module 7: Follow Up
- Thank-you Notes
- Resolving Customer Service Issues
- Staying in Touch
Module 8: Relationship Selling
With increased competition in today’s marketplace, you need to adopt a relationship strategy that emphasises the lifetime customer. Instead of viewing prospects as transactional customers you sell to once, you need to view them as partners in a long-term selling relationship. In this program, you’ll learn how to build stronger relationships with channel partners, achieve a consistent flow of referrals and get more repeat business.
- How to get more referrals and testimonials
- Demonstrating value and partnering with customers
- Key account management and getting repeat business
- Working with agents, distributors and channel partners
Module 9: Management and Coaching of Sales Professionals
Leading a team of seasoned sales professionals vs a new or young sales team in experience, can be very different challenges for the Sales Head. In this Sales Training Programme, you learn how to coach and empower your team to reach its maximum potential and consistently adopt desired selling behaviours,
- Set challenging yet achievable goals for your sales team
- Help your sales team overcome day-to-day challenges and find their own solutions
- Working with your team to inspire them to reach their maximum sales potential
- Asking powerful questions that will evoke discovery, insight and commitment to action
- Getting accountability from your sales team to adopt desired selling behaviour
- Activities, case studies, games, models and role plays that will support your sales team in doing more of what they know
Module 10: Online Marketing vs Traditional Marketing
In our era defined by social media and technology, social selling is the evolution of sales. Buyers are always connected and constantly on social media, learning more about your company and competitors. Are you leveraging on social media and technology to increase your sales leads and sales?
- Finding your customers and competitors on social media
- Generating leads online via Facebook and Linkedin
- Getting past gatekeepers
- Online sales presentations