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.
(For a more detailed description of the topics,
please consult the left hand panel under Seminar Content)
Click
here to contact the Negotiation Institute or Call
212-888-0053
Motivating Personal
Growth |
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Winners vs. Losers
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Thinking Outside the Box
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Positive Mental Attitude
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Habits and Conditioning
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The PEP formula for success:
Persistence, Enthusiasm, & Planning
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Three Ways to Motivate People
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Affirmations & Visualizations
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Goal Setting (Short and long term)
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The "Wheel of Life" exercise
|
Building Rapport
& Relationships |
* Prepare for your day
- Checklist of items you MUST do first
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 |
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How does PERSONALITY play an important role?
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What is YOUR particular Style?
Driver
Amiable
Analytical
Expressive
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How is each Style Unique and Different?
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Going OUT of your Comfort Zone
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Creating a Positive Climate
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Recognizing another's particular Style
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The Significance of Human Behavior.
|
Questions and
Exploring For Needs |
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Using the Question Map
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The PROPER way to ask a question
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The Different Types of Questions:
Closed
Open
Paraphrase
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Asking the "Right" Question will Get you the "Right" Answer
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Uncovering Needs
Definite
vs. Indefinite Needs
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Advanced Questioning Techniques
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W. I. I. F. M.
|
Active Listening |
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Do you Listen or do you Take Turns Talking?
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Learn to Listen Effectively
Act like a Listener & Focus
Listen to UNDERSTAND
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How Listening will help with Building Rapport
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Using Dominoes to demonstrate Communications
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Developing an Attitude of Wanting To Listen
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Take the Listening TEST
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Letting your Customer Know that you ARE Listening
|
Selling Benefits
& Selling Value
Demonstrating the Value of Your Product |
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Feature or Benefit?
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People BUY what Products can DO, NOT what they are
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The Seven Power Words:
Security
Convenience
Peace of Mind
Economy
Save Time
Reliability
Save Money
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Customers buy BENEFITS
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Using a "Transition Bridge" to Turn a Feature into a Benefit
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Presenting Your Case in Court (Fun Exercise)
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Selling what People REALLY Want to Buy
|
Selling Value |
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Learning to Build Value into your Offering
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Why Customers Buy Value
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VALUE is a Psychological Concept ONLY
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Value vs. Worth
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Increasing the Value in the Customer's MIND
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Selling the Value of your Product or Service
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What Value or Worth Does Your Product Have? (Exercise)
|
Overcoming Objections |
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The Four "P's" of Objections
Price
Product
Personal
Postponement
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Valid vs. Invalid Objections
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Why are Objections Raised in the First Place?
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How Should Objections be Handled?
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What REALLY are the Issues?
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Answering Objections, Issues & Concerns POSITIVELY
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Using the A L L U R E Method Effectively
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Handling Objections Professionally
|
Sealing the Deal
(How to Close any Sale) |
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The Number 1 Reason Why Sales People Do NOT Ask for the Sale
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Removing the Fear of Failure
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What are Trial Closes?
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How to Recognize a Buying Signal
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Seven PROVEN Closing Techniques
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What to do After Asking a Closing Question?
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Helping your Customer Make that Decision
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Close Quickly, Effectively, Confidently, and SUCCESSFULLY
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