Persuasive Sales

 

Master The Sales Process

Click here to register for Persuasive Sales.
Objectives
    • Have attendees set themselves apart from their competition
    • Explore the sales process and improve the attendee’s ability to win orders.
    • Change the mind set of the attendee to see everything in the sales process as a part of closing.
Course Synopsis

Attendees compete for The Order in an interactive and fun learning environment. At Sales Concepts, we believe there is no single “Right Way” to sell. Using our unique experiential learning methodology we are able to customize this program for the individual needs of each attendee! Persuasive Sales consists of interactive workshops, theory, sales-call simulations, and instructor feedback. Simply put, people learn by doing; therefore, attendees sell their products and services to Sales Concepts instructors who portray their customers in three realistic (video-recorded) sales calls. These real-life scenarios are based on input from each attendee and their manager. Placed in teams, the attendees support each other, learn from one another, and compete for The Order. The three calls emphasize:

    • understanding customer needs and expectations
    • asking questions and listening
    • determining buyer influences
    • handling objections
    • reducing perceived risks
    • selling value
    • closing the Economic Buyer (What we call the final decision maker)

We emphasize that closing is an integral part of the whole, not just an event at the end of the sales process. Attendees receive individual feedback from our instructors. Our goal is to help each individual enrolled in Persuasive Sales leave the class better prepared to win more orders and sell at their highest potential in a lasting and consistent way that works for them.

Topics Covered
The Sales Process
We cover it all from the initial contact to follow-up.
Customer Buying Styles
How to understand and meet your customer’s expectations.
Handling Objections and Closing
Objections should be viewed as opportunity, not feared.
Asking Questions
Selling is not telling. Questions lead to opportunity and more business.
Account Management
Proactive versus reactive selling, the daily activities that yield positive results.
Selling Quality not Price
Business is seldom lost because of price alone.
Communication
The important link between you and your customers.
Program Length
2.5 days of Experiential Training
Class Size
Minimum of 8 and maximum of 24 participants. Student to Instructor Ratio = 4 to 1
Structure
Theory
8.50 hours
Interactive Workshops
5.25 hours
Sales Call Simulation
6.00 hours
Personal Feedback
2.75 Hours

Total Instruction:
22.50 Hours
Course Agenda
First Day

8:00
9:00
Introduction
9:00
9:30
Self-Analysis – Understanding Your Strengths and Weaknesses
9:30
9:45
Break
9:45
10:45
Customer Buying Styles – Understanding How Customers Buy
10:45
11:45
Recognizing Styles via the Phone
11:45
12:15
The Right Way Sales Call and Discussion
12:15
1:15
Lunch
1:15
1:45
Sales Scenario Fine Tuning
1:45
2:15
Appointment Telephone Calls (Audio Recorded)
2:15
2:30
Logistics of First On-Site Tailored Sales Calls
2:30
4:30
First On-Site Sales Calls (Video Recorded)
4:30
Review of Telephone and First On-Site Sales Calls
Second Day

8:00
9:00
Strengths and Weaknesses Test
9:00
10:00
Selling to the Styles
10:00
10:30
Break
10:30
11:30
Buying Influences
11:30
12:00
Active Listening
12:00
1:00
Lunch
1:00
2:00
Asking Questions
2:00
2:45
Closing by Handling Objections
2:45
3:00
Logistics of Second On-Site Tailored Sales Calls
3:00
5:00
Second On-Site Sales Calls (Video Recorded)
5:00
Review of Second On-Site Sales Calls
Third Day

8:00
8:45
Selling Benefits
8:45
9:15
Closing the Economic Buyer
9:15
9:30
Logistics of Third On-Site Tailored Sales Calls
9:30
11:30
Third On-Site Sales Calls (Video Recorded)
11:30
12:30
Review of Third On-Site Sales Calls
12:30
12:45
Presentation of The Order Award
Register Now!

Click here to register for Persuasive Sales.

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