Sales Training Program
"Transitioning from
a SERVICE
to SALES culture"
All
sales training programs are customized to suit
your organziations needs.
Training Objectives
- Make the transition from a service to a sales
culture
- Improve customer profiling process
- Create and leverage customer relationships
- Dramatically improve need identification and
solution development
- Increase the effectiveness of customer management
techniques
- Increase understanding of the customer’s
behavior in the sales process
- Develop sales process guidelines: Make sure
basic selling skills are consistently implemented
- Improve personal motivation and help salespeople
to recognize opportunities
- Provide cutting-edge selling skills to improve
closing ratio
- Gain a better understanding of how much control
we have over our results
- Have fun!
Suggested Agenda
The Truth about Success: Building Relationships
- Being the Best vs. Being Consistently Chosen ™:
Why people buy
- The truth about trust: How to make sure your
customers feel heard
- How to communicate customer care
- How to build relationships that lead to a sale
- How to leverage those relationships into closed
deals
- Positioning techniques of the top 2%: It’s
not who you know, it’s who knows you
- Effectively explaining the value of your service:
How action and adaptability create opportunity
- Your role: Helping people get what they need
- Developing advocates: How to build long-term
relationships in the community
- Keeping your customers/prospects connected so
they don’t shop around
- Belief systems create our experience: Igniting
your self motivators
Selling to Difficult People
- Know-it-all experts
- Indecisive stallers
- Complainers
- How to deal with customers who want everything
- How to give and gain clarity in difficult situations
- How to prevent payment delays
- How to understands the needs of special clients
- Dealing with deal hunters
Organizational Skills
- Prioritizing
- Goal setting and time control: How to control
your time and efforts
- The fine art of follow-up: Creating and using
a repeatable process
- How to develop an easy-to-maintain prospect-to-customer
process
- Day-to-day customer management: The specifics
- How to effectively use contact management software:
Making it simple
The Best Telephone Skills on Earth
- Inbound call-taking and setting appointments
- Getting calls returned
- The collaborative selling process: Ask, listen,
agree and recommend
- E-mail and Web sites: What’s working
The Art of Making the Deal
- Asking the right questions: Subtlety profiling
A, B, and C
- Dealing with people who are slow to make decisions
- Determining the strengths and weaknesses of
your competition
- Diplomatically planting seeds of doubt concerning
competitor services
- How to lead them down the path of a sale
- Selling the iHire solution: Specifics on ROI
- Developing objections in advance and building
ironclad rebuttals
- Handling objections
- Overcoming price objections
- Asking for the business: The Socratic method
of gaining agreement
- What to do when you can’t get the deal:
Secret of the top 2%
Skill acquisition exercise examples
How behavior affects the sale
In this facilitated process,
participants break into groups and try to agree
on the level of satisfaction a customer receives
from a hypothetical encounter with a relationship-challenged
salesperson. This exercise provides insights into
how our behavior can greatly reduce the impact
of our skills.
Overcoming objections
Through a facilitated process,
participants discover the six most common objections
they face and together create effective solutions.
Assessing your listening skills
Participants listen carefully to what is being said
by the facilitator and repeat what they hear. The rhyming sentences used
by the facilitator are designed to distract listeners and get them to follow
the pattern rather than the information. This exercise provides insight
into how poorly people listen (the latest studies show that 75 percent
retain as little as 10 percent of the information they gather) and demonstrates
how top producers make the most of their listening skills.
Reacting effectively
In this facilitated process,
participants break into groups and create scenarios
involving the needs of problem customers. Then
each group determines the effective response for
each situation. This exercise provides tools for
handling difficult behavior and gives insight into
how our reactions create opportunity.
The sales call “Live”
In this facilitated process,
participants individually create three customized
questions based on the information presented in
this segment and role-play with a partner. Then
the entire training team splits into two sections:
the customer consulting group and salesperson consultant
group. Each team selects a representative and coaches
him or her through a role-playing session. This
exercise provides tools on how to move from objections
to gaining agreement and gives insights into what
we often forget about effective communication when
we are in front of customers.
Draining the doubt
In this facilitated process,
participants make a list of three goals or accomplishments
that they believe are just outside their reach.
Then they use a patented process to literally remove
the feeling of doubt around each item on the list.
Due to our agreement with the creator of this exercise,
we cannot describe this process in print. We will,
however, be glad to discuss it verbally at your
request.
Post-project “Train the Trainer
programs” Implementation processes
Available upon request
Ask for details
The training segments/topics contained in this
program example represent suggested agendas and
are designed to be customized to your specific
needs.
The skill acquisition segments can also be customized
and can vary in length. These segments do not represent
the only interactive participation in each segment.
Each segment is approximately 30 percent presented
materials, 35 percent skill acquisition, and 35
percent interactive facilitation.
More information about Wynn Solutions sales training
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