Twelve week sales course comprising six ½ days of training and 6 coaching sessions throughout.
6 modules – one module trained every second week. The off week will include a coaching session with each participant to reinforce learning.
Customized to meet the needs of each client.
Module 1 – Mindset/Self Leadership/Blind Spots
By the end of this module participants will understand the attributes needed to be successful in sales and how to develop Personal Power. We examine the differences between a Growth versus a Fixed Mindset as well as specific disciplines you can undertake to align your self-concept with your self-ideal. The attributes learned are essential for a successful sales mentality and for healthy relationships in general.
Module 2 -Communication/Building Rapport/Listening
By the end of this module the participants will understand the elements that help build rapport and trust including effective listening in order to establish a positive relationship that improves your likeability and allows the sales process to continue. People buy from people they like and trust. A review of effective oral and written communication includes a template for writing effective e-mails.
Module 3 -Prospecting/Follow Up
By the end of this module participants will learn relevant techniques and tools for effective ongoing prospecting as well as explore various places/ways to prospect. You will learn techniques to deepen relationships with existing clients and develop a multi-channel process for prospecting including social selling.
Module 4 -Uncovering Needs/Asking the Right Questions
At the end of this module participants will learn how to engage a client by creating curiosity and how to build credibility by asking diagnostic questions. You will learn how and when to ask the right open ended questions to better understand and/or develop the client’s needs and create a series of applicable open ended questions to use back on the job.
Module 5 -Preparation/Presentation
At the end of this module participants will learn the importance of insight based selling and creating value with every client interaction. You will have a template on what you can do now and what you can be doing long term to collect and create valuable insights for your customers. You will learn best practices for Presentation of your Solution based on the identified and agree upon client need(s).
Module 6-Handling Objections/Closing
By the end of this module participants will understand the importance of client objections throughout the sales call and how to identify the spoken as well as unspoken objections and when and how to respond to them. They will walk away with logical powerful responses to each. They will learn the prerequisites that are needed to gain agreement, and continue to move the sale forward to a successful close.