Training and Motivational Experts

Sales Power Sessions – 3 - 4 Hours

These 3 or 4 hour presentations, 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.
  • 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 Presentation Topics (topics presented as separate sessions)

 

Introduction. The foundation for success in sales. 5 key buying decisions.

  • The foundation for success in sales.
  • Removing the negative stigma of sales.
  • The need for a good attitude in sales.
  • 3 types of motivation.
  • Become “RAP™” Salespeople. (Responsible, Accountable, Proud).
  • 5 Key buying decisions that customers make.
  • New thinking in sales. Become Trusted Advisors and Expert Business Partners
  • Tips for improving knowledge and skills

 

Making a good first impression. 10 second elevator introduction. Communication. Smart questioning. Listening skills. Buying signals.

  • People have not got time to waste. You have 10 seconds to get their interest.
  • Your message has to be concise and to the point.
  • Customers want to know: Who are you? Where are you from? What can you do for me?
  • 4 points for successfully communicating with your customers
  • Asking pre-planned “open ended” questions to get the customer involved in a sales conversation
  • Tips for good listening. How to listen with the intent to understand.
  • Understanding the importance of capitalizing on buying signals.

 

Information gathering. Going on appointments with salespeople.

  • The objective of this exercise was to monitor the following general points:
  • Time keeping.
  • Appearance.
  • Attitude and non-verbal communication. I.E. Positive, sales awake.
  • Follow a sales process.
  • Have a specific objective for the call rather than just “Visiting” or “Popping in”.
  • General effectiveness when meeting with customers.
  • Debrief and evaluation.

 

Features and Benefits. Value based selling. Presentation. Commitments.

  • Understanding the difference between features and benefits.
  • A practical look at what your product has to offer. (Competitor comparisons)
  • Get the customer emotionally involved in the sale (Presentation. Offer a solution to a problem)
  • Focus on adding value. (Correct stock holding, labelling stock bins, etc.)
  • Presentation and agreement.
  • Getting your customer to agree with you on the important points made during your presentation.

 

Presentation. How to effectively communicate the message.

  • Product presentation. Get commitment / agreement.
  • Presenting to groups using Power Point.
  • Presenting to the “Big guns”.

 

Closing. Overcoming objections.

  • Asking for the business.
  • Simple closing techniques to get the customer to say yes.
  • Converting all of the interest generated in your presentation into action!
  • Change your mind-set. How to see objections as a positive rather than a negative.
  • 2 simple rules to handle objections.
  • 4 steps to overcoming an objection.

 

Making appointments. Overcoming objections to appointments.

  • Tips for making successful telephone calls
  • Overcoming common objections to appointments.
  • Dealing with the “Gatekeeper”.
  • Practical on the job call evaluations and coaching.

 

8 steps for successful “Face to face” meetings.

  • The importance of following a sales process to control the meeting.
  • Don’t allow customers to start with “So what’s new?” “Tell us what you have to offer”
  • Start off in control and stay in control.
  • Don’t just “Pop in for a chat” work on purpose and with a plan.
  • Lead customers to making commitments and agreeing to “next steps”.
  • How to successfully make the transition from “Presenting” to “Selling!”

 

The 5 step sales process for controlling the sale.

  • How to control the sale.
  • Working on purpose and with a plan.
  • Use “Positive sales language”.

 

10 steps for controlling the telephone sales call.

  • Tips for making successful telephone calls.
  • The 10 step sales process (Telephone) for controlling the call.
  • Start off in control and stay in control.
  • Don’t just make calls to make the activity targets. (Numbers)
  • Lead customers to making commitments and agreeing to “next steps”.
  • How to successfully make the transition from “Presenting” to “Selling!”

 

Time management and activity planning.

  • Time management tips.
  • The 2 minute rule to overcome procrastination.
  • Daily activity planning.
  • Set M.A.S. (Minimum Acceptable Standards)
  • Work out an activity plan for minimum monthly, weekly and daily activities.

 

Setting and achieving personal gaols in sales (Part 1) The “Mirror”.

  • The difference between personal goals and company targets.
  • 3 Types of goals. (Long term, short term and immediate)
  • 6 tips for setting and achieving personal goals.
  • Have a look in the “Mirror” at your work performance.
  • Identifying areas that need improvement.

 

Setting and achieving personal goals in sales (Part 2)

  • Shopping trip.
  • Allocate items from shopping trip list to long, short and immediate goals list.
  • Prioritize list and fill out the monthly “Set-aside” schedule.
  • Sales affirmations.
  • Create a “Vision board”.

 

Sales etiquette. Personality styles.

  • What to say, when to say it, how to say it and what NOT to say.
  • The most important component of any sales process is YOU!!!!
  • Tips for achieving sales etiquette.
  • The 4 basic personality styles that define how people behave and how they react in certain situations.

 

 

Additional Info

  • Course Duration: 3 - 4 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.