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ONE DAY SALES TRAINING
What are the barriers to your success? What really gets in your way? No one can tell you what those barriers are because they are not the same for everyone. I can tell you, it's not the company, the economy or the boss. All barriers to success start right there in your head!
The first step to overcome these barriers to goals is to identify what they are. Nothing can be done until you name them. Only then can you take necessary steps to move those mountains, and it often takes outside help to even identify what your roadblocks are.
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Free White Papers
We also have free white papers on effective sales pitches and designing top performing sales teams available at our website. |
Insanity is doing the same behavior over and over again, yet expecting different results. The simple truth is that only when behavior changes will the results be any different. The problem is, all behavior is purposeful; that is, it happens for a reason. If you want to change people's behavior in any real and lasting way, you must change the reason that lies behind that behavior.
The best investment you can make right now for immediate results is to teach your sales team new paradigms, different perspectives and different skills.
The Sales Focus training philosophy is predicated on the fact that there is more to being successful than just techniques. Our training programs address the three components for success: Attitude, Behavior, and Techniques/Tactics.
Concepts will be presented in informal lectures that draw upon audience participation for examples, questions and discussions. Training is based on the idea that true learning occurs only when individuals discover something for themselves.
We have adopted combining a leading training methodology with "Criterion Referenced Instruction" (CRI), with reinforcement training to create a skills-based program that provides not only a vehicle to acquire knowledge, but practice and skill checks which allow participants to demonstrate their ability to effectively execute the element of the attitudes, behaviors and techniques presented.
Training programs should be based on objectives, skill checks, and reinforcement. Objectives include the conditions, action, and criteria. In other words, objectives tell you what you are given to work with (conditions), what you must do (actions) and how you will know when you are successful (criteria).
SFI's training methodology will always include the six key ingredients to success:
| Revenue
Process
Communications |
Motivation
Personnel
Culture |
Sales Training - Program 1: Managing the Proposal Process and Negotiating - Full Day - $1950
Managing the Proposal Process
COMPETENCY: The participants will know how to oversee the proposal process, including the timing of it, the steps involved, and the success of proposal and presentation efforts.
PURPOSE: To identify and define the proposal process and everyone's involvement in the process.
LEARNING OBJECTIVES: At the end of this session the participants will be able to...
- Describe and understand your company's proposal process.
- List three major prior considerations to be reviewed before engaging in the proposal process.
- Describe the eight steps of the proposal process.
- Explain three major elements of maximizing the effectiveness of presentations.
Negotiating
COMPETENCY: The participants are aware that negotiating has specific purposes, steps and skills and is central to closing the sale.
PURPOSE: To provide an overview of the importance of negotiating, as well as information about the objectives to be accomplished in the negotiating session and the steps and skills required to achieve those purposes.
LEARNING OBJECTIVES: At the end of this session the participants will be able to...
- Understand the importance of negotiating skills during the entire sales process.
- Describe various roles each participant in the sales process may assume during the negotiation process.
- List the objectives of any negotiating/closing session.
- Know the steps in the negotiation process and identify critical functions necessary for successful completion of each step.
- Understand the dynamics that there are only two different ways people handle negotiations.
Sales Training - Program 2: Closing the Sale and Negotiating - Full Day - $1950
Closing the Sale
COMPETENCY: The participants will be aware of closing the sale criteria and how to fulfill them.
PURPOSE: To provide a conceptual framework to obtain a clear YES or NO decision.
LEARNING OBJECTIVES: At the end of this session the participants will be able to...
- Understand fulfillment steps, which include reviewing buyer's expectations, presentation of the proposal, closing techniques and confirmation.
- Know how to prevent buyer's remorse and loss of the sale.
- Identify what happens next, obtaining future business and referrals.
Negotiating
COMPETENCY: The participants are aware that negotiating has specific purposes, steps and skills and is central to closing the sale.
PURPOSE: To provide an overview of the importance of negotiating, as well as information about the objectives to be accomplished in the negotiating session and the steps and skills required in order to achieve those purposes.
LEARNING OBJECTIVES: At the end of this session the participants will be able to...
- Understand the importance of negotiating skills during the entire sales process.
- Describe various roles each participant in the sales process may assume during the negotiation process.
- List the objectives of any negotiating/closing session.
- Know all steps in the negotiation process and identify critical functions necessary for successful completion of each step.
- Understand the dynamics that there are only two different ways people handle negotiations.
Sales Training - Program 3: Sales Training for Non-Selling Executives - Full Day - $2500
COMPETENCY: The participants will understand that selling is a process of a systematic series of actions by which one develops an opportunity from start to finish, whether that finish is closing the sales or closing the file.
PURPOSE: To remove the pitfall in the participants current selling system and ensure a clear conclusion, be it a "yes or "no" to each selling opportunity.
LEARNING OBJECTIVES:
- Develop the components for a successful selling process.
- Understand what makes an effective and efficient sales template.
- Recognize the benefits of following a systematic selling process.
- Identify what needs to be improved, changed, or added in your current sales model.
- Be able to take back control of the process and stop free consulting.
- Discover what new positive outcomes will occur because of adapting new business development techniques.
OVERCOMING BARRIERS TO SUCCESS
Barriers to sales success can be overcome by 1) identifying them, 2) admitting you have them and 3) believing you can get rid of them, then 4) submitting to a solution until you are back in control of your success.
| Wrong Action: | Fire "C" Level Mgmt., take over, and change the direction and culture. |
| Wrong Action: | Never hired a sales person who claims they can bring a 'book of business.' |
| Wrong Action: | President and vice president spend 50% of their time in sales trying to fix "it." |
| Wrong Action: | Buy a list of leads and turn them over to the salespeople. |
| Wrong Action: | Spend the money on marketing efforts that generate more leads. |
| Wrong Action: | Expand into new geographic areas to gain more sales. |
| Wrong Action: | Ask for forecast from the sales department and work as if it were correct. |
| Wrong Action: | Give salespeople their new quotas and expect them to achieve those quotas. |
Needed Action = Build an Organization that Sells.
First Action = Build an Organization that Sells.
Best Action = Build an Organization that Sells.
Only Action = Build an Organization that Sells. |
Right Action....Acknowledge that you have exhausted all possibilities of finding the solutions within your company's key personnel or your vendor base. It is time to turn to experts who can see the forest through the trees. The best advice we can give you is crawl before you walk, walk before you run.
There is an old business adage: "nothing happens till a sale is made." That being true let's work on your current sales team.
With today's tough economic climate, every company needs to improve upon their rate of selling success. Sales are not only dependent upon the few individuals with the "Salespersons" title, but the entire organization. Sales Focus has identified six key ingredients for corporate success, and we will share these ingredients with you through proven training processes that have the ability to increase win rates and improve overall corporate morale. It's imperative for companies today to reach out and assist everyone within their organization including corporate executives on effective selling and lead generation techniques. Today can be the beginning of your "new sales focus"!
Call Sales Focus today @ 410.442.5600 or send an email to training@salesfocusinc.com to schedule your one-day training seminar.
You can't wait to see the difference!
Sales training seminars are scheduled by appointment only and require a 30-day notice. Multiple seminars may be conducted over a two or three day period. Additional programs are available. Please call Sales Focus to hear about all our training programs.
PLEASE NOTE: Effective October 1, 2002, our new address is:
Sales Focus Inc.
2205 Warwick Way, Suite 100
Marriottsville, MD 21104
P. 410.442.5600
F. 410.581.8306
Toll Free: 866.840.8305
URL: www.SalesFocusInc.com
SalesFocusInc.com
