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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 to listen and determine real needs before proceeding. They "tell" and attempt to sell prematurely. This intensive, hands-on, exercise driven program teaches skills that increase awareness and build listening skills. We benchmark your current sales technique and help you where you need it most. Participants can expect to increase sales by learning to build a greater understanding of each client’s particular situation, needs, and strategy. Workshop participants learn to determine how their company and product/service provides meaningful value to a client. This is change management training that sales representatives can use in highly competitive, saturated and commoditized markets.
Participants are taken step-by-step through a proven sales process that compliments their natural intuitive sales ability. Role-plays, in conjunction with the feed back sessions, assure that each classroom participant has achieved direct behavioral changes in their sales approach. It is the most comprehensive of sales process seminars.
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 and 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 a communication technique to fully package a product/service differentiation and its benefit to the client
- 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
I am sure I will benefit greatly from many of the subjects and tools we used and discussed — if I haven’t already. Thanks again and have a great 2008!
John Casko
Manager, Client Relations
Arrowhead Electronic Healthcare
"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
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