Sales Team Training Topics
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CIS - Customized Interactive Selling - 7 Steps to
Success - COACH MEdia developed Customized Interactive
Selling to redirect the natural tendency of media sales pros
who want to simply 'pitch' their product. Instead, you'll
learn a question-based, Communication Strategy
geared toward helping you negotiate the sales process and
maximize your client interactions.
The Art of a Successful Sales Call - Many
salespeople view a sales call as an opportunity to present
every feature and benefit of his/her product/service. Successful
salespeople understand that the best sales calls are the ones
in which the client, with the salesperson's guidance, does
much of the upfront talking. By asking the right questions
and listening to the answers, you can create an environment
where the clients actually sell themselves!
How to Build Credibility and Earn the Right to Present
Your Opportunity - Selling is about more than just
relationships - it's about building trust with the client
or prospect that is the foundation of a relationship. In this
session, you'll learn how to build credibility and earn their
trust before you pitch your solution. This approach, when
done the right way, will enhance your ability to create an
opportunity that they will buy.
Integrated Selling - The good news is you
have multiple media to sell. The challenge is selling integrated
programs without devaluing any of the pieces. In this session,
you'll learn how to: build integrated programs that reach
your clients' value meters; convert current print clients
to multiple media advertisers; and negotiate objections about
the integrated programs without compromising the price to
value of any of the individual product offerings.
Developing Communication Strategies to Support Negotiating
the Sales Process - Most sales people think "price",
"no budget" or "contract" when they hear the word negotiate.
In reality, the sales process is littered with a number of
soft negotiation points. We'll review those soft negotiations
related to the sales process. Then, we'll discuss the correlating
communication strategies that increase the odds of the soft
negotiation going in your favor.
Negotiating Objections in Each Stage of the Sales
Process - Like most salespeople, your least favorite
part of selling is objection handling, right? In this session,
you'll learn how to extract and negotiate objections in each
phase of the sales process. We'll teach you how to handle
the objections when they are pebbles to avoid being thrown
a boulder at the end of the call.
Questions Can Be a Powerful Tool, Especially When
You Listen to the Answers! You know you have to "Earn
the Right" to present your solution to your customers and
prospects. But some days you scratch your head wondering how
to do it in a specific sales situation. Asking questions will
help build your credibility and enable you to extract the
information you need from your customer or prospect. This
session will explain the 7 types of questions - Front-end
credible, back-end dummy; Action Reverse; Third Party; Scenario;
Reflection; Leading and Confirmation - and how to use them
during different phases of the sales process.
Utilizing FAQs to Present Your Solution
- By presenting your solution in a way that demonstrates your
understanding of common questions from prospects, you can
build credibility and deliver an answer that is well-planned.
Prospects want to feel like they are not alone in the process
of making buying decisions - FAQs enable you to draw out and
respond to objections on your terms.
Time & Territory Management - This session
teaches you the strategic planning skills you need to effectively
manage your business. You'll learn when your sales day should
start, how to create a plan focused on scheduled appointments,
and how to make the most of your time in the office.
Building and Refining Your Sales Presentation
- When designed and used properly, your sales presentation
can be your #1 Sales Tool. But few salespeople have a presentation
that tracks to the sales process you should be using to get
to YES in the sales process. This session will provide guidance
on developing and/or refining a sales presentation that can
serve as a framework for delivering a well-thought out communication
strategy.
Presenting Your Sales Tools - Sales tools
can be your best friend when discussing your product or service.
Whether you use research, testimonials, references, case studies,
competitive analysis and a host of other tools, this session
will focus on how to bring your sales tools 'to life' and
maintain a question based sales approach.
Closing - It's More Than Closing the Deal
- All too often, salespeople think of closing as an all or
nothing proposition that happens at the end of a call. While
closing for the business is important, it's better to think
of closing as a set of steps in the sales process. In this
session, you'll learn a broader definition of closing, and
strategies you can implement to streamline your sales efforts
and secure more business including:
- Closing on next steps, next meeting and related information
- Creating and utilizing urgency
- Managing expectations
- Uncovering hidden objections from your contact
- Keeping the deal closed through the terms of the contract
