1.1 Building Relationships for Success in Sales

No one questions that making friends is a good thing. In this workshop, participants are going to discover that the business of business is making friends, and the business of all sales professionals is making friends and building relationships. Strategic friendships will make or break any business, no matter how big and no matter what kind of market.

This workshop will help you learn:

• How to use the rules of likeability to their advantage.
• The seven influences in forming relationships.
• The Johari Window.
• Some of Dale Carnegie’s key ideas.
• How to communicate more effectively.
• How to network.

 1.2 Dynamite Sales Presentations

A great sales presentation does not demand all the bells and whistles. Rather, salespeople should try impressing their clients with knowledge of the products and services they sell, and their understanding of their customer's problems and the solutions they need.

This workshop will help you learn how to:

• Identify the key elements of a quality proposal
• Write a winning proposal
• Perfect their first impression, including their dress and your handshake
• Feel more comfortable and professional in face-to-face presentations

 1.3 Overcoming Objections to Nail the Sale

Most sales professionals are always looking for ways to overcome customer objections and close the sale. This workshop will help you learn how to plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections they encounter, and improve their batting average at closing the sale.

Specific learning objectives include:

• Identify the steps you can take to build your credibility.
• Identify the objections that you encounter most frequently.
• Develop appropriate responses when prospective buyers throw you a curve.
• Learn ways to disarm objections with proven rebuttals that get the sale back on track.
• Learn how to recognize when a prospect is ready to buy.
• Understand how working with your sales team can help you succeed.

 1.4 Selling Smarter

It’s no secret that selling has changed in recent years. This is an exciting and dynamic profession, yet it is one of the most underrated and misunderstood, at least in recent years. The back-slapping sleazy, joke-telling huckster has disappeared and in his place is a new generation of sales professionals — highly trained and groomed, with the characteristics of honesty, trustworthiness, and competence. This one-day workshop will help you learn how to be one of those smart sales professionals.

Specific learning objectives include:

• Understand a wonderful paradox: helping other people get what they want gives us more of what we want.
• Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
• Recognize the difference between features and benefits of products and services.
• Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive in handling objections and more successful at asking for the business.
• Use different types of selling for different situations.
• Identify ways to find new clients and network effectively.

 1.5 Prospecting for Leads like a Pro

Prospecting is the key to your sales success. Your success today is a result of the prospecting you did six months ago. After today, you will know who to target and how to target them, and remember to do some prospecting every day through warming up cold calls, following up on leads, or networking.

At the end of this workshop, you will:

• Understand the importance of expanding a client base through effective prospecting.
• Know how to use a prospect board to make you more successful.
• Be able to identify target markets and target companies with the 80/20 rule in mind.
• Develop and practice networking skills at every opportunity.
• Develop, refine, and execute the art of cold calling.

 1.6 Telemarketing: Using the Telephone as a Sales Tool

This workshop will show you how the telephone can supplement, enhance, and sometimes replace other means of marketing and selling, and how this personal approach can dramatically increase anyone’s sales success.

Specific learning objectives include:

• Learning ways to build trust and respect.
• Learning how to warm up your sales approach to reduce your fear of cold calling.
• Identify ways to make a positive first impression.
• Identify strategies that help you speak to the decision-maker.
• Create a script to maximize your efficiency on the phone.
• Learn what to say to create interest, handle objections, and close the sale.

 1.7 Call Center Training: Sales and Customer Service Training for Call Center Agents

Call centers, whether we choose to embrace them or cannot stand being interrupted by their calls, are a business element that is here to stay. This course will help call center agents learn to make the very most of their telephone based work, including understanding the best ways to listen and be heard. Each phone interaction also has elements of sales and customer service skills, which will be explored in detail throughout this energizing and practical workshop.

This workshop will help you learn:

• The nuances of body language and verbal skills
• Aspects of verbal communication such as tone, cadence, and pitch
• Questioning and listening skills
• How to deliver bad news or say “no”
• Effective ways to negotiate
• The importance of creating and delivering meaningful messages
• Tools to facilitate their communication
• The value of personalizing their interactions and developing relationships
• Vocal techniques that will enhance their speech and communication ability
• Personalized techniques for managing stress

 1.8 CRM: An Introduction to Customer Relationship Management

This course will help you learn the different facets of Customer Relationship Management (CRM) and how to identify who your customers really are, analyze the key components of CRM, and understand how it integrates within an organization.

This course will help you learn how to:

• Develop an understanding of the terms and benefits of CRM on a company’s bottom line.
• Analyze the different components of a CRM plan.
• Develop their checklist for readiness and success in CRM.
• Identify how CRM creates value for organizations and customers.
• Identify developmental roles that have the greatest impact on CRM.