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Training Sessions - Sales & Marketing Click here for a list of all Training Sessions in printable PDF format. COLD CALL ELIMINATION Advanced business marketing strategies will be discussed to provide the business owner/salesperson with key marketing strategies to systematize and eliminate the need for making cold calls. This program will reveal how to get prospects to raise their hand and qualify themselves to be clients. Strategic direct marketing makes the difference. Recommended for: Business Owners, Managers, Salespeople IT'S ALL ABOUT MARKETING How does a business make more money? Get more clients. How do you get more clients? You market more. The key to any business success depends on the ability to attract clients on a regular and consistent basis. Proven strategies will be taught to do just that no matter what your business. How much should you be spending to acquire a new client, and does it matter? Find the answers to these questions and much more in this fast paced, interactive workshop. Recommended for: All Business Owners, Salespeople, Managers FARM YARD MARKETING The whole process of suspect to prospect to client to repeat buyer will be explored based on of all things a farm. There is not much difference in a successful farmer and a successful salesperson. Key marketing strategies used to start, expand and grow a business will be discussed. Marketing concepts and implementation steps will be analogized to operation of a farm for easy recall. It the business is not growing, it's dying. Learn how to operate the farm and have a great harvest. Recommended for: Business Owners, Managers, and Salespeople HIGH IMPACT RELATIONSHIP-BASED SELLING This program shows the salesperson how to apply the relationship-based selling process and tactics to help them sell more in less time. They will learn to establish and build trust and rapport with the client/prospect, prospect more effectively, overcome initial resistance, negotiate more profitable sales, and discover the customer's decision criteria the pain and gain points. This program shows them how to move client interactions from a transactional basis to a relationship-driven, consultative solutions approach. Recommended for: All Sales Representatives: F2F and Telesales, Sales Supervisors, and Sales Managers PROSPECTING FOR NEW CUSTOMERS This program teaches the participants to overcome call reluctance and the fear of calling new prospects. The participants will learn to: Enter into a comfortable dialogue in order to qualify prospects as effectively as possible; Deal with voice-mail, gatekeepers, and prospects who won't return calls; Pre-call preparation to ensure a high degree of success; The first questions that you need to ask; and Understanding the reaction of prospects to your prospecting approach. Recommended for: All Salespeople, Supervisors, and Sales Managers SALES 101 FOUNDATIONS OF SELLING On completing this program, participants will have learned the basic sales and communication skills and attitude necessary for initial success when starting out in a sales role. Specifically, participants will learn: The individual steps of the sale, and the skills and actions required at each step; How to communicate effectively in a sales situation; An understanding of the buying process and why people buy, or don't buy; and How to stay positive and deal with rejection. This program can be customized to specific client needs for in-house programs. Recommended for: First Time Salespeople SECRETS OF SUPERSTAR SELLERS Participants will learn the 11 things that Superstar Sellers do on every sales call, to a greater or lesser extent, regardless of whether it is a 5-minute interaction or a month long engagement. Applying these 11 steps on every sales call will help the participant emulate the behavior and skill sets of the world's most successful salespeople so that the salesperson can sell significantly more, in less time. Recommended for: All Salespeople, Supervisors, and Sales Managers SELLING TO SENIOR LEVEL EXECUTIVES On completing this program, participants will have learned how to gain access to, and develop and maintain, senior executive level relationships that establish their consultative professionalism and ability to promote total solution capabilities at the highest levels of the client's organization. In this intensive, highly interactive 1-day program, participants will learn how to: Develop strategies and high impact opening scripts and introductory e-mails for gaining access to senior executive; Work with the executive assistants to gain access to their executives; Overcome initial resistance to their approach; and Build the traits and characteristics necessary for successful selling to senior executives. Recommended for: All Salespeople, Supervisors, and Sales Managers |
