• Primary objective and benefits

  This workshop will help participants to:
  1. Develop a positive attitude to generate a predictable sales success.
  2. Strengthen relationships by building credibility and customer loyalty.
  3. Remove risks and create solutions to gain buyer commitment.
  4. Apply communication strategies to stay in touch with customers.
  5. Target the best opportunities in their network.
  6. Effectively utilize business social media for sales.
  7. Confidently counter their most common buyer objections.
  8. Identify commitments that earn the sale.
  9. Develop self-confidence to achieve sales success.

Program Contents

• Module 1 -
  Sales Success Attitude
  • Positive attitude leads to sales results
  • Interpret how great (or not) your attitude is
  • Examine what blocks your attitude and why
  • Identify actions to improve your attitude

• Module 2 -
  Walk In The Prospects Shoes
  • Practice preparing for sales success
  • The elements of sales success preparation
  • Identify different buyer characteristics Examine how “giving value first” can help build the relationship

• Module 3 -
  Attract Them Like A Magnet
  • The value you offer to attract customers
  • Uncover buying motives to attract sales
  • Power of business social media
  • Choose champions that can help attract others

• Module 4 -
  Connect Through Networking
  • The best opportunities for networking
  • Ensure loyal customers return to buy
  • Identify best opportunities in your network
  • Have the prospect begin to like you, believe in you, have confidence in you, and trust you

• Module 5 -
  Engage Them So They Want To Buy
  • How being friendly can help relationships
  • Create questions for sales atmosphere
  • Active listening that leads to buying signals
  • Apply strategies so that buyers want to talk about their interests

• Module 6 -
  Presentation Rules
  • Display confidence to set the tone for sales
  • Unique solutions that will attract buyer
  • Solutions that appeal to buyer’s logic
  • Differentiate yourself from the competition with creativity

• Module 7 -
  Remove Risks From The Buyers Equation
  • Remove barriers and risks
  • Identify six most common objections
  • Objection prevention secret weapon
  • Document how to anticipate objections in order to prevent them

• Module 8 -
  Appeal To Motives And Gain Commitment
  • Evaluate the buyers’ signals to move the sale
  • Engage the prospect’s emotions
  • Your responsibility is to earn commitment
  • Test your negotiating skills to rethink negotiation

• Module 9 -
  Deliver After The Sales
  • Consultant’s role in the process after sale
  • Consultant’s lead in delivery can earn loyalty
  • What to do when delivery mistakes happen
  • Identify a formula for effective recovery

• Module 10 -
  SOAR To Success
  • Establish meaningful goals
  • Learn how to deliver sustainable results
  • Develop a motivating personal vision
  • Write a document that defines performance expectations