Fundamental Selling Techniques for New or Prospective Salesperson

An intensive introduction to the art of selling.



Location and time of next class: TBA.
Price: $1,345.00
Type: Classroom
Length: 3 days
Sessions 9 AM to 4 PM - Lunch provided.


Brief Description:


In three days of hands-on practice you'll walk through each phase of the selling process, how to identify key prospects, position your product, handle objections, establish commitment, and build the kind of client relationships that lead to future sales. After this seminar, you'll have the confidence and skills to sell your product or service successfully.


Who Should Attend:


Salespeople with 6 months or less of selling experience, potential candidates for sales positions, and sales managers who want to be able to reinforce what their salespeople have learned.

How You Will Benefit:


  • Identify prospects and create detailed prospect profiles
  • Learn how to get the appointment
  • Position your product or service as a problem-solver and needs-satisfier
  • Handle objections smoothly and keep the sale moving forward
  • Work the telephone persuasively
  • Manage time and prioritize effectively
  • Close more sales efficiently
  • Build solid relationships that lead to future sales

What You Will Cover:



  • Pre-call planning: Developing a mission statement and clear goals
  • Building rapport and commitment that lead to future sales
  • Making dynamic, customer-focused presentations
  • How to read positive and negative signals from the buyer
  • Handling objections using a 6-step model
  • The 5-step method to prospecting -- locating and pre-qualifying clients
  • Controlling your time

Extras


  1. You'll put what you learn to work in real-world exercises
  2. Receive 100+ workbook with reference materials and exercises to keep you going once you are back in the field!
  3. One month access to phone consultation (10 hours max.) FREE.


Session 1:


Outline: Sell more!
  • Why do people buy?
  • Overcoming buying reluctance
  • Your power presentation
  • 7 keys to being successful in sales
  • 3 ways to instantly recover after rejection


Objective: At the end of this session you can identify buying signals, and develop a strategic selling approach.

These are the topics we cover

  • Your next presentation.
  • Present with impact
  • Selling by asking questions
  • Talk in word pictures- How to get the picture across
  • Use these hot and emotional words.
  • Voice inflection - What a voice can say
  • Communicate enthusiasm
  • Start with this price first
  • Do NOT say these words
  • Repeat, repeat and say it again.- how to do that
  • Use these nail downs



    Session 2:


    Outline: Closing more sales
    • Lowering the barriers to buying.
    • Closing 37% more sales
    • Handling objections
    • 6 things to say while calling prospects.
    • Discover a 3 step approach to prevent buying remorse

    Objective: At the end of this session you handle any potential customer may have. You have demonstrated you can complete a closing process.

    These are the topics we cover

  • How to find out their style of buying and adapt your presentation accordingly
  • Show empathy and understanding by doing this
  • How to take control
  • The ten most popular closing techniques.
  • This is how to make it fun
  • How to use an assumptive attitude
  • Speak in the present tense?
  • When to put a face on it.
  • Use these contrasts
  • Find this out about your customer
  • But your competition said . . . - How to deal with this.
  • Why are you really in sales?
  • How to pull and not push
  • Do not sell me things
  • Ad Copy Secrets


    Session 3:


    Outline: Turning a cold market into a warm market
    • Successful prospecting
    • Qualification of prospect
    • Double your lead generation results.
    • Building effective rapport

    Objective: You now know, and can apply a successful sales process.

    These are the topics we cover

  • Staying motivated after rejection
  • Ways To Adjust Your Sales Like A Captain On A Ship
  • How successful was your last trade show?
  • Offer the credit card technique
  • Handling price Objections
  • Increase sales profits
  • Low tech strategy to get more sales instantly.
  • Can I help you?
  • Are brochures for you?
  • The fishbowl technique.
  • The paper clip technique
  • Utilizing Demographics
  • How to Ask For the Sale . . . And Get It!
  • Marketing on a shoe string budget
  • How to write a successful PR

    • About the presenter
    This workshop is led by Drs. Martien Eerhart, a well known sales and management consultant who is president of Global Gateway, LLC. Mr. Eerhart is a motivator, communicator, trainer and consultant who uses the hands-on approach to learning. He has instructed at several colleges and universities in both Europe and the States. He increased productivity as the Regional Director for staff Training and Development at the Youth Crisis Hot line. His techniques were unique and effective and saved 34% in the process. As Senior Marketing Director for BioLink Inc., he created new successful sales teams in different parts of the US. Recognized for the development and implementation of a powerful training system for professionals at the May Institute Inc., he reduced cost by increasing retention rates 462%. He is author of the book Quick guide to small Business Survival Skills and You can Do it. He has been featured on radio and television, and has published numerous articles. He is editor of the bi-weekly newsletter: Selling Skills and Motivation. Registrants will come away with new skills and tools they can immediately implement to accomplish their task because of his unique and powerful training system referred to as Entercation (n, dynamic process of transfer of knowledge where powerful how-to information is communicated by using interesting examples, stories and wit.).

    Don't take our word for it

    His information was powerful, but most of all, he kept me riveted and informed, while I mastered new and useful techniques.

    Mary Ellis, sales consultant, Mass.


    You were awesome ... as usual ! Having contributors such as yourself adds immensely to the success of our organization.

    Skip DeBrusk - former regional Sales Manager 3M.


    As a veteran sales manager myself, I was impressed by your training system

    Ed Zakhary, National Sales Director White Magic Inc., MA