Products don’t sell, people do!

Mastering the Sales Process, Part One

You have probably heard someone say, “This product sells itself.” Indeed, there are fantastic products of every kind available, but we believe that, in reality, Products Don’t Sell, People Do!

A quality product and product training are only part of your plan for sales success. Strategic and tactical sales techniques are the tools that give you the real edge in your market. This program is specifically geared to teach these techniques in a highly interactive and experiential environment.

From an instructional standpoint, our programs include presentation, practice and application methods. We provide the structure; you provide the content. We provide proven methodologies for producing sales results. We work with you to tailor what you learn to your products and markets, so you can easily turn classroom learning into workplace results. You determine the level of customization necessary for your specific needs.

Program Objective

Our objective is to equip you with real and practical skills to make your sales career more productive and rewarding. Our programs become your programs. We provide sales expertise; you enrich the program with your specific product and market knowledge.

Program graduates are able to:
  • Understand characteristics of top salespeople
  • Know the difference between a peddler and a partner
  • Learn to ask questions that lead customers to YES!
  • Write “proposals that lead” to close sales.
  • Set specific, achievable, trackable, sales goals that sales managers will approve.
  • Correlate long-term goals and objectives to short-term business planning
  • Build strong partnerships with clients, to create long-term customers rather than just close sales
  • Profile and understand your clients’ needs, then identify what to offer clients to meet those specific needs
  • Develop dynamic presentations that address real client concerns, instead of conducting ordinary “dog-&-pony shows”
  • Handle objections with ease, and use them as opportunities to close the sale
  • Service and maintain client relationships to generate repeat business and referrals

    • Part Two

    1. Partnering
  • Distinguish between “peddler” and “partnership” approaches
  • Define benefits for partnering
  • Learn to apply new skills and tools to facilitate long-term partnerships
  • Provide value over and above the product.
  • See the sales process from the customer’s point of view.
  • Identify four personality styles, and how to work best with each.
  • Identify five buyer roles.
  • Create rapport with customers through “mirroring” techniques

    • 2. Value Profiling
  • Understand why customers buy, and what customers value most.
  • Develop a “value profile” to address the real needs and values of customers.
  • Apply the value profile to match your own products and services to customer-defined values.
  • Practice “up-front closing” to ensure that your time, and your customer’s, is well spent.
  • Focus your presentation to say, “Here is what you said you wanted.”

    • 3. Developing Benefits
  • Know the difference between facts, features, benefits, and “partners’ benefits.”
  • Tailor benefits to specific customers.
  • Use a simple formula for developing and presenting benefits.
  • Present a product in terms of benefits that answer the buyer question, “What is the payoff for me?”

    • 4. Presenting Solutions
  • Develop presentations that get your customers involved.
  • Identify and evaluate the elements of an effective presentation.
  • Plan for the logistics of a presentation.
  • Conduct a presentation with appropriate benefit statements to meet the prospect’s needs.
  • Design and practice your presentation using literature, visual aids, and support material.
  • Make a confident and persuasive presentation that will close the sale.

    • 5. Handling Objections
  • Recognizing objections by type.
  • Determine which objections are productive to answer, and which are not.
  • Form appropriate responses to objections, using a four-step procedure.
  • Handle objections positively.
  • Be confident in handling objections.
  • Use objections to actually move the sale forward.

    • 6. Closing
  • Understand what closing is, and what it is not.
  • Gauge how well you have carried out the whole process, by your customer’s readiness to close.
  • Recognize when the customer is ready to make a decision, and when to stop talking.
  • Use trial closes to define closing opportunities.
  • Develop closing objectives that meet both the needs of your customer, and your need to make the sale.
  • Develop a variety of approaches that facilitate customer decisions.

    • 7. Putting It All Together
  • Apply the core skills that you have learned in the program.
  • Practice presenting your Action Plan to your boss, through role playing.
  • Play a key decision-maker in your taskforce members’ role-playing exercises.
  • Work in a team to aid, observe, and critique

    • Contact Us to learn how to register your group for this course, either standalone or as part of a package of courses.
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