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Sales Training Courses
The Buying Decision
Reality is that salespeople don’t sell; they actually help a person make a decision to buy. This course
teaches the steps that every person goes through every time they make a purchase, whether a thoughtful
purchase or an impulse purchase. Knowing and understanding these steps makes it easier to make a sale
by helping a person buy.
Getting In the Game
The course teaches how to get appointments, put the prospect at ease, make a connection, and create
interest in “hearing your story”.
Features and Benefits
The difference between, and best use of, features and benefits are explained and demonstrated in an easy
to understand and use interactive presentation. Upon completion the student will understand why “features
tell, but benefits sell”.
Four Basics of a Sale
This course organizes sales presentations into four steps:
1. Finding a problem, need, or desire.
2. Presentation of products, services, or systems that fill the need.
3. Proving or justifying the value/dependability and cost/benefit of your recommendation.
4. How to ask for and make the sale.
The course will help a sales person to quickly organize a sales presentation and know at all times at what
point the sales process is.
Overcoming Objections
This course teaches the difference between objections, stalls, excuses, and buying signals, as well as how
to best handle each. The student learns how to turn each into a sales positive.
Mighty Minute Selling
The best time to sell or upgrade to more products and services is when the initial sale is made. The student
learns how increasing the sale benefits all parties.
The Success Equation
This examines the primary factors that control the productivity of every sales person, how those factors
interact and how changing a factor changes productivity. Understanding the success equation places a
person’s focus on changing habits and priorities to increase results.
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