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66% of salespeople regularly miss their annual sales goal. This hurts companies with lost revenue, lost market share, lower employee engagement and under-valued businesses. Low sales performance is common—but doesn’t have to be. Sales teams following a systematic sales process, with a culture of accountability,consistently meet or exceed their goals. This day is anintroduction to the worlds most effective sales system. Sandler Training Some may call it a “boot camp,” we call it a valuable, fun, intense day of business-improving insights.This full-day of sales training introduces you to the Sandler Selling Training Process—which will help you develop more sales opportunities and close more business. Your takeaways will be realistic, practical, and powerful techniques you can implement the day after the workshop. You’ll get a wealth of specific concepts, skills, and tools that will energize and enlighten.
Who should attend?
If you are a top leader (or want to be) and are willing to think differently about sales…If you want to make a big difference for you or your company…If you’re willing to grow sales by “breaking the rules,” plan now to attend.
Typical attendees are CEOs, Presidents, Sales Managers, Inside Sales Staff, Outside Sales People, and those responsible for sales for their own business, or Fortune 100 companies. This day will help sales and business development professionals at any level and at any stage of their career.
You will leave this training with…
• A structured plan to develop more business • Ways to shorten the sales cycle • A process to qualify or disqualify opportunities more effectively • How to differentiate yourself from the competition • Awareness of the reasons why you may be falling short of your sales goals • Techniques to avoid unpaid consulting • Ways to improve customer retention
This day will help you…
• Overcome the ups and downs of professional selling. • Understand the impact of how our “belief system” plays in sales success. • Establish mutual agreement and buy-in. • Get strategies for overcoming “self-limiting beliefs” that can impede success. • Establish prospecting plans and methodologies. • Make an impact in the first 30 seconds of a call. • Set the stage for face-to-face meetings. • Develop powerful positioning statements. • Make the first 5-minutes count. • Ask questions to establish true rapport. • Distinguish real prospects from “information seekers.” • Learn the psychological principles of rapport. • Understand different buying and decision-making styles. • Establish commitments and mutual agreements. • Condition the prospect for agreement at the earliest stages of the sales process. • Achieve “Equal Business Stature” with your prospects. • Pave the way for clear outcomes in each phase of the selling process. • Understand true buyer motivation. • Discover how features and benefits can hurt your sales efforts. • Learn effective questioning and listening skills. • Leverage the prospect's "emotional drivers." • Easily handle Budget/Money/Investment Issues. • Discover how to keep money from being the focal point of the sales process. • Get a prospect to invest time and resources. • Discover the prospect’s decision-making process. • Learn about and leveraging the key players in the prospect’s organization. • Handle group and committee decision-making. • Attain the keys to successful sales presentations. • Structure concise presentations addressing the real issues. • Deliver presentations that get decisions. • Deal with stalls and objections—and how to make objections infrequent. • Learn questioning techniques: strip-lining, reversing, negative reversing, pendulum theory. • Make sure timelines are met. • Prevent back outs or delays in implementation or contract agreement. • Avoid last-minute “deal breakers.”
You’ll learn how to…
• Effectively take control of a sales call without feeling like a “pushy” and annoying salesperson. • Overcome low-priced competition. • Handle money issues at the right time. • Prevent becoming an “unpaid consultant.” • Move out of your “comfort zones” to improve sales results.
Attend if you want to make a bigger impact on your career and your company. Follow this link for more information and to register Getting More Sales Growth.
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