Professional Sales Training Seminar
This is a 3-day program covering all the essential elements your
company needs to build a successful sales team and to increase
profit for your company. The program combines the eight most effective
sales modules with exercises and role-playing.
We also offer your company the opportunity of having our trainer
come to your location in advance and spend 2-days to create a
custom seminar.
Click
here to contact the Negotiation Institute or Call
212-888-0053
Motivating Personal Growth
- Winners vs. Losers
- Thinking Outside the Box
- Positive Mental Attitude
- Habits and Conditioning
- The PEP formula for success: Persistence, Enthusiasm, & Planning
- Three Ways to Motivate People
- Affirmations & Visualizations
- Goal Setting (Short and long term)
- The "Wheel of Life" exercise
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Building Rapport & Relationship
- Prepare for your day
- Checklist of items you MUST do first
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- Voice Mirroring
- Building Trust & Rapport
- Making Customers Feel Valued and Special
- People do Business with People that they LIKE
- Why do People Really BUY from you?
- Establishing Goals for your day
- Why do Customers remain Loyal?
Adapting to Different Social Styles
- How does PERSONALITY play an important role?
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- Driver
- Amiable
- Analytical
- Expressive
- How is each Style Unique and Different
- Going OUT of your Comfort Zone
- Creating a Positive Climate
- Recognizing another's particular Style
- The Significance of Human Behavior
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Questions and Exploring For Needs
- Using the Question Map
- The PROPER way to ask a question
- The Different Types of Questions:
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- Closed
- Open
- Paraphrase
- Asking the "Right" Question will Get you the "Right" Answer
- Uncovering Needs
- Definite vs. Indefinite Needs
- Advanced Questioning Techniques
- W. I. I. F. M.
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Active Listening
- Do you Listen or do you Take Turns Talking?
- Learn to Listen Effectively
- Act like a Listener & Focus
- Listen to UNDERSTAND
- How Listening will help with Building Rapport
- Using Dominoes to demonstrate Communications
- Developing an Attitude of Wanting To Listen
- Take the Listening TEST
- Letting your Customer Know that you ARE Listening
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Selling Benefits
Demonstrating the Value of Your Product
- Feature or Benefit?
- People BUY what Products can DO, NOT what they are
- The Seven Power Words:
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- Security
- Convenience
- Peace of Mind
- Economy
- Save Time
- Reliability
- Save Money
- Customers buy BENEFITS
- Using a "Transition Bridge" to Turn a Feature into a Benefit
- Presenting Your Case in Court (Fun Exercise)
- Selling what People REALLY Want to Buy
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Selling Value
- Learning to Build Value into your Offering
- Why Customers Buy Value
- VALUE is a Psychological Concept ONLY
- Value vs. Worth
- Increasing the Value in the Customer's MIND
- Selling the Value of your Product or Service
- What Value or Worth Does Your Product Have? (Exercise)
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Overcoming Objections
- The Four "P's" of Objections
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- Price
- Product
- Personal
- Postponement
- Valid vs. Invalid Objections
- Why are Objections Raised in the First Place?
- How Should Objections be Handled?
- What REALLY are the Issues?
- Answering Objections, Issues & Concerns POSITIVELY
- Using the A L L U R E Method Effectively
- Handling Objections Professionally
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Sealing the Deal:
How to Close any Sale
- The Number 1 Reason Why Sales People Do NOT Ask for the Sale
- Removing the Fear of Failure
- What are Trial Closes?
- How to Recognize a Buying Signal
- Seven PROVEN Closing Techniques
- What to do After Asking a Closing Question?
- Helping your Customer Make that Decision
- Close Quickly, Effectively, Confidently, and SUCCESSFULLY
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