Sales Training Seminar Objectives

At the end of our sales training seminar, attendees will understand:

• The pitfalls of traditional selling behavior
• Why some things are more difficult to sell than others
• How risk-averse, non-expert organizations buy products/services they don't fully understand
• How needs develop in the mind of the buyer
• How needs develop across an organization
• How buyers make the decision to buy
• The key skills necessary to succeed in high-difficulty sales
• How to establish and maintain personal power as a salesperson throughout the selling process
• Team selling
• The roles of the salesperson, technical support person and manager
• How people buy and the hierarchy of need—the buyer's psychological buying phases
• Shifting concerns during the course of the buying process
• How to align selling behavior strategically to the buyer's psychological buying phases
• Anticipating the buyer's behavior
• Why risk objections are positive and how to handle them
• How, if you have expertise and experience, to:
• Convince a prospect that you understand his business
• Get a prospective buyer to admit and focus on problems you can address
• Diagnose problems with a bias toward your product capabilities
• Make the buyer responsible for solving his own problem using your product/service
• Create a vision of a solution in the buyer’s mind that matches your product/service capabilities
• Lead the buyer, WITHOUT presenting your product, to the conclusion that he could solve his problem if he had the capabilities of your product
• How to do the above even if you do not have expertise and experience
• Essential tactical sales tools
• How to create the tools for your products and services
• How to gain access to, and establish credibility with, line executives
• How to qualify prospect needs and buying ability in a single sales call
• How to create anxiety aligned with your product capabilities in a prospect's mind
• How to exploit the expertise of technical support without losing power and control
• How to develop the needs of "committees" during a single meeting
• How to get executive, user and technical buyers marching in the same direction
• How to recognize quickly whether you are first or second
• How to change the rules if your competitor got there first
• How to negotiate the sell cycle in advance
• How to gain control of existing prospects
• The five components of cost justification: a specific cost justification model
• How to maximize utilization of technical and headquarters resources during the sale
• How to gain control of RFP situations
• How to work with third-party consultants
• How to create INTEREST instead of tension during cold phone calls
• How to qualify and sell effectively over the phone
• How to do an effective sales seminar
• How to assess the quality of a prospect and your pipeline
• How to balance pipeline and activity on a monthly basis, regardless of sell cycle length
• How to maintain control of a long sell cycle, particularly at the end
• How to create the perfect opportunity to close
• How to overcome the emotional hurdles for both buyers and sellers before a contract can be signed
• How to do an accurate sales forecast and why salespeople should not do them
• How to implement the program strategically across your organization