Training and Motivational Experts

Sales Power Sessions – 1.5 Hours

These 1 ½ hour power sessions, presented by Ray Patterson, will motivate your sales team to perform optimally and excel in the sales arena.

  • Simple and effective
  • Address specific selling skills and techniques.
  • Only 90 minutes required. (Short, sharp and focused)
  • Compliments and enhances any in-house sales training already in place.
  • Easy to implement.
  • Address and improve specific areas of weakness in the sales process.
  • Increased sales performance and results immediately.

Who should attend?

  • Sales Representatives and Consultants
  • Account Managers and Executives
  • Business Development Managers

Training Outline

Sales Power Session Topics (90 Minutes each – topics presented as separate sessions)

The foundation for success in sales.

  • The foundation for success in sales.
  • New thinking in sales.
  • Removing the negative stigma of sales.
  • The need for a good attitude in sales.
  • Become “RAP™” Salespeople. (Responsible, Accountable, Proud).
  • 5 Key buying decisions.
  • Tips for improving knowledge and skills
  • The foundation for success in sales. (Attitude)
  • “RAP”® Selling. (Responsible. Accountable. Proud)
  • 5 key buying decisions that people make.
  • Understanding the importance of YOU in the sale.

 

Making a good first impression. Communication.

  • How to create a good 10 second introduction. (Elevator pitch)
  • Get to the point.
  • Differentiate yourself from the average “Sales rep”.
  • How to effectively communicate your message.
  • 3 key elements to communicate your “Attitude” towards what you are doing.

 

Smart questioning. Listening skills.

  • Stop “Telling” and start “Selling”. It’s not about you, it’s about them!
  • Using “open ended” questions to establish needs / problems.
  • Listening skills. There is a difference between hearing and listening.
  • Tips for good listening.
  • Identifying buying signals. Be “Sales awake”.

 

Prospecting. (Part 1)

  • Create your “Own economy”. Don’t rely on the economy for success in sales.
  • How and where to find new business.
  • Internet research. Referrals. Cold calling. Existing customer base.
  • Overcoming the fear of rejection.
  • Know what you are going to say and how you are going to say it. (Rehearse)
  • Be different, don’t sound like everyone else.
  • Creating “Campaigns” for prospecting. (Market research. Courtesy call)
  • Set a prospecting target. How many per month / per week / per day.
  • Don’t rely on sending out e-mails with a load of information (and your fingers crossed) G.O.Y.A and make cold calls, (telephone or walk-in) visit prospects.
  • Keep accurate records of your prospecting activities.

 

Prospecting (Part 2). Dealing with reflex objections.

  • How to overcome “Reflex objections” when prospecting.
  • Look for solutions not excuses.
  • Dealing with the “Gatekeeper”.
  • Selling is a numbers driven business. Keep on working, the “Yes’s” will come.

 

Features and benefits. Presentation. Commitments.

  • Know your product / service inside out and backwards!!!
  • Understanding the difference between features and benefits.
  • Focus on selling benefits. (Tell stories to get customer emotionally connected)
  • Benefits = value.
  • Be enthusiastic about what you have to offer.
  • Presentation. Don’t just sell based on price, create value!
  • Get customers to agree on major benefits presented during your presentation.

 

Closing.

  • Closing is not the issue, it’s what happens before closing that is the issue.
  • How to convert interest generated during the presentation into “Action!”
  • The difference between “Closing” and “Closing techniques”.
  • How to “Ask for the business” (A.4.T.B.)
  • 2 simple questions to start the closing process.
  • Using closing techniques to find direction and get commitment.

 

Additional Info

  • Course Duration: 1.5 Hours Per Topic
  • Includes: Comprehensive manual | Framed certificate of attendance | Notepad | Pen
  • In-house Training: Contact Us
  • Public Courses: Book 4 or more delegates from the same company and receive 10% discount.