Reinforcement Sales Training - Permanently changing sales behaviors, skills and attitudes

We know sales, we know salespeople and we know how to make change happen. SalesLeadership’s sales training methodology is based on reinforcement on-going sales training. Sales Mastery™ training uses the adult learning model. Each of our workshops are interactive integrating role plays, case studies and lessons learned. Participants move from knowledge to application and finally to ownership. Sales Mastery™ is the ability to use sales concepts and skills automatically without great conscious effort.

Beliefs and Actions:

“We are what we believe. Beliefs and limits created limited people.” This workshop is designed to help participants examine how beliefs are developed and why self-limiting belief systems impact performance.

Roles, Self-concept and Success:

This seminar focuses on getting to the “root cause” of lack of performance in a salesperson; fear of failure, taking risks and developing a stronger mental psyche. Learn why the cliché, “don’t take it personally” doesn’t impact action and attitudes.

Behavior Styles and Building Trust: People buy from people they like

The D.I.S.C and P.I.A.V profiles are reviewed and exercises are practiced to build trust & rapport based on defined principles and buying styles, rather than the traditional “fly by the seat” schmoozing.

Power of Choice and Mutual Agreement: Stop looking like a desperate salesperson

Getting commitments (closing) and decisions are mandatory skills of salesmanship. Painless and effective methods are given to obtain commitments, decisions and shorten sales cycles. Learning to recognize and work with “no” is emphasized. This selling skills removes pressure, the stereotype of the pushy salesperson and achieves comfortable decision making on both sides. Move the sales forward or end the process.

Pain, Problems & Priorities: Quantifying the cost of the problem

This workshop is designed to understand buyer motivations and develop specific questions that lead to discovery and urgency. Participants will learn to quit “spraying and praying” and understand why many salespeople present too soon, too often, resulting in no sale.

Sales Takeaway, Denial & Skepticism: Role reversal

These powerful concepts are used to lower the prospect’s defenses, obtain faster decisions, illuminate real issues and gain customer ‘ownership’ of issues more quickly without pressure.

Seeking to Understand: Stop talking

A workshop that improves “active listening skills.” Salespeople learn how and why to use clarification questions that aid in understanding the buyer’s need. Learn how to listen your way to a sales and create greater value in the customer’s eyes.

Pricing, Money & Budgets: Money is not the issue

Ask questions about price and respond to pricing objections such as, ‘is this the best you can do.’ Learn how to uncover budgets and competitive pricing earlier in the sales cycle to avoid free consulting and writing up proposals that are used to justify existing vendor.

Authority & Decision Process: Getting to yes

Strategies are covered to identify decision makers, decision criteria and the decision process. The who, what, when and how to get the answers is the focus of this qualifying step. Working with multiple decision makers in the complex sales is introduced and covered in greater detail in advanced sales training sessions.

Sales Presentations & Proposals that Win:

How to structure and deliver a presentation or proposal is reviewed along with the pre-presentation steps. Discover five key points in developing a winning presentation.

Phone Sales Training:

How to build trust and rapport more quickly on the telephone and get past “gate” keepers; both real and electronic. Learn how to engage others more quickly and effectively to qualify for interest and need.

Sales Rescue:

Most would agree that if more information were gained, there would be more sales that close. How to make the prospective customer look good and feel good, while gaining more information and eliminating confusion.

Included in Sales Mastery™ 12:

• Sales training manual
• Sales training CD’s
• Sales coaching
• Sales assessment profiles
• Telephone sales coaching hotline

ADVANCED SALES MASTERY™

Major Account Selling:

• Understanding the decision making process in a major account sale
• Pre-call planning strategies
• Understand different buying motives within the buyer network
• Getting agreements to meet with other buyers in the network
• Developing pain or gain with different buyers
• Growing business within existing accounts
• Creating a trusted advisor vs. vendor relationship

Consultative Selling Skills:

• Quantifying pain so price doesn’t become “the” issue
• Understanding and selling to different behaviors and personalities
• Setting and getting agreements that stick
• How to turn a negative prospect into your best ally
• How to sell to a prospect with no “pain”
• Uncover budget without talking money
• Creating a presentation that sets you apart from the competitor
• Account retention and management
• Building a referral and introduction network
• How to ask the tough questions and uncover the unspoken objection
• Knowing the difference between a “pain and gain” prospect and how to adjust your selling strategies
• Selling against the incumbent
• Stop managing quota’s and start managing activity
• Understanding change from the buyer’s perspective
• Tactical vs. Strategic Sales

Negotiation Skills

• Conduct negotiation research that leverages information and uncovers needs
• Plan and execute negotiations with confidence and professionalism
• Accelerate sales cycles and increase average margins
• Develop effective strategies for the "unplanned negotiation"
• Lead and coach negotiation teams with power and integrity
• Create and execute win-win concession strategies
• Successfully apply powerful negotiation tactics and counter-tactics
• Analyze negotiation strategies from both the supplier and buyer perspective

We practice what we preach and don’t make recommendations without a face-to-face appointment or phone consultation.

For more information, please call 866-708-1128 or 303-708-1128 or email us.