Sales Training Workshops
Platform Sales Workshops
High-Impact Telephone Sales
An Intensive Skill-Building Workshop for Business-to-Business Telephone Salespeople
Today, selling over the telephone is growing at three times the rate of the economy as a whole, replacing many field sales efforts. Not only are business organizations that harness the power of selling over the telephone contacting more prospects, they are closing more business, building relationships with more customers and realizing dramatic savings over organizations that employ field sales alone.
Business-to-business telephone selling is completely different from selling to consumers and requires specific skills. Knowing and understanding the special aspects of business-to-business selling can help shorten the sales cycle and provide a clear pathway to revenue growth, expense savings and increased equity.
This facilitated course will give your salespeople the tools to become highly productive over the phone –closing more sales, building customer loyalty and mastering this valuable sales channel.
The highly interactive workshop, High-Impact Telephone Sales, will teach participants:
- Why their approach must be completely different from that of a telemarketer
- How to identify and manage the “buying committee”
- Incisive techniques for open-dialogue calling
- Surefire methods to uncover customer needs
- How to avoid the deadly “features” trap
- A formula for creating right-on reference stories that build trust and encourage conversations
- How to plan a sales day that makes every minute count
- Ways to augment field sales by using the telephone
Participants will learn:
- To understand and use the High-Impact Telephone Sales model
- How to prepare for sales calls
- Strategies for collecting and managing key customer information
- How to probe for active needs of the customer
- How to position your product or service as the solution to customer’s problem or opportunity
- Strategies to ask for and close sales
Program length:
1-day session
Who should attend:
Business-to-business telephone salespeople, field salespeople who use the telephone to generate appointments and advance the sales process, sales managers who oversee telephone selling activities and general managers who control and direct business-to-business sales.
High-Impact Customer Service
A one-day skill-building course for customer service representatives, service technicians and customer technical workers who want to increase customer satisfaction, customer loyalty, and sales.
When your customers call looking for solutions to their problems, who do they talk to first? Your customer service staff? Your service technicians? A member of your technical support team? Your employees truly want to help your customers, but what happens when the solution your customer needs requires selling additional products or services? Do you lose an opportunity, or maybe even a customer, simply because your front line staff doesn’t know how to fulfill the customer's need? Or because they don't like the idea of “selling”?
Customer service representatives, service technicians and technical support personnel are in an ideal position to sell. They deal with your customers daily and their main purpose is to help solve customer problems. So, what holds them back? Many front line personnel avoid selling because they believe selling means trying to persuade someone to do something they don't want to do. The High-Impact Customer Service course shows them how to help your customers buy, while increasing satisfaction and loyalty.
Key learning points:
- Why a simple conversation with the customer works better than a scripted sales presentation
- Why brief stories are the best way to tell your customers about the benefits of your product or service and to establish credibility and trust
- How to use stories to position your product or service as the solution to your customer's problem or opportunity
- A step-by-step process that must be executed every day in order to give extraordinary customer service
- The questions to ask to discover what the customer considers to be the benefits of your product or service
- How to uncover objections early in the process and how to respond effectively to them
- Why the customer's needs come first in the High-Impact Customer Service model
- How and when to close the sale and getting a commitment from the customer
Program length:
1-day session
Who should attend:
Any employee who interfaces with customers – customer service representatives, service technicians and technical support personnel. This course is also valuable for managers and supervisors of these functions.
High-Impact Field Sales
A one-day course designed to help field salespeople gain the skills they need to sell with confidence in a face-to-face environment.
“Field Sales” is an age-old method of selling and for many; the term conjures images of extensive travel and persuading people to buy something. But changes to the field sales environment over the last decade – the Internet, security concerns, rising product and service complexity and corporate buying regulations – have altered the playing field. The modern field salesperson must present value for the buyer not only in the final product or service, but also during the buying process. Crafting conversations that present value is one of the key objectives of High-Impact Field Sales.
High-Impact Field Sales is an interactive, facilitator-led training workshop designed to educate sales professionals of all levels to sell in the field with confidence. This workshop is centered on a five-step sales model and based upon a series of sequential activities the field salesperson must accomplish to get the sale. Upon completion of this course participants will have mastered three primary skills -
- How to organize their territory and time effectively
- How to conduct a customer sales interview
- How to make an effective and engaging customer presentation
High-Impact Field Sales session objectives:
- Understand the 5-Step High-Impact Field Sales model
- Identify ways to prepare for the field sales call
- Learn how to penetrate accounts more effectively
- Determine how to manage a territory effectively
- Learn how to probe for active needs
- Learn to present your product or service as a solution
- Overcome customer objections
- Ask for and close the sale
Program length:
1-day session
Who should attend:
Salespeople of all levels, their managers and supervisors.