  Your Company May Need Training If...  "Sources of Success" Authorized Dealer of: 
Member of The South Montgomery County / Woodlands Chamber Of Commerce | | Core Skills Summary In this program, you will learn to enhance your core skills, building a solid foundation on which to launch successful selling partnerships that bridge your company’s offerings and your client’s needs. Program Objectives: Set complete, measurable goalsBetter understand your motivation for sellingDevelop strategic career plansLeverage time in accordance with goalsLearn to be an active listener and improve communication skillsBecome familiar with using various negotiating techniquesNegotiate your way to win-win situations through planning and flexibilityBuild leadership and teamwork skills to better serve customers and enhance your own salesThis five module program also includes an audio CD for continued learning. Each module covers the following: Module 1: Goal Setting and Planning - Identify the difference between dreams and well-stated goals
- Strategically plan and tactically execute goal processes
- Develop a sales strategy based on where you are and where you want to be
- Create specific goals, stating them in measurable, action-oriented terms
- Develop a sales funnel to track goals, identify areas for improvement, determine daily activities, and produce results
- State specific goals for individual customers
- Identify your personal motivation for your own goal achievement
Module 2: Leveraging Time - Identify time wasters and deal with them
- Allocate time for your strategic goals
- Focus time toward goal achievement
- Plan activities based on peak productivity periods
- Prioritize your customers using the Account Gradation System
- Apply Account Gradation to increase productivity, using business planning and account clustering
- Ask the right questions to define time priorities
- Work smarter rather than harder
Module 3: Communication - Identify the goals of communication
- Identify the difference between active and passive listening
- Utilize active listening to more effectively understand buyer needs
- Use a variety of questioning techniques to uncover, clarify, and understand buyer's needs, wants, and goals.
- Control the direction of communication with questions
- Understand others and have them understand you
Module 4: Negotiation - Describe how negotiation impacts sales results
- Describe and demonstrate the link between negotiation and communication, goal setting, time management, teamwork, and the sales process
- Enhance negotiation results by using core skills
- Prepare the three-tiered goal analysis for negotiable issues
- Develop negotiating strategies based on opportunity and buying behavior
- Identify and apply bargaining techniques
Module 5: Teamwork - Identify how teamwork relates to other sales skills
- Integrate the core skills into effective sales team operations
- Identify the key characteristics of successful sales teams
- Identify which individuals and functions are potentially part of your sales teams for different selling situations
- Identify sources of resistance and strategize ways to strengthen key relationships to improve teamwork
- Describe the characteristics of an effective team leader
|
