Class Description:
If you’re looking to jump-start your sales force, the Sales Tutor training is for you. That’s because the 26-week course can be counted on to spark a new fire, effectively training new hires and motivate existing sales forces by providing a proven systematic approach to secure new buyers.
Also included in the Sales Tutor training is a step-by-step process for consistent sales, showing participants how to secure new accounts. Of course, this includes teaching trainees how to overcome the many obstacles that may stand between them and closing these deals, as well as provide them with the necessary forms to streamline the often frustrating sales process, effectively side-stepping the most common time wasters and frustrations, and finally making way for true sale success.
Taught by Barb Bruno, your participants will benefit from the no-nonsense approach taken to achieve successful sales as Barb cut through the clutter and the hype of recruiting and staffing sales and deliver the information, resources and support needed to chisel out a consistently strong, top-producing sales force.
Lesson Plan:
Your Role as a Sales Executive - The Role a Sales Executive Plays in an Organization
Writing & Signing Goals Personal & Professional Sales Goals
Building Your Professional Business Network - How to Build Your Business Network
Attaining Excellence in Sales Developing Personal Drive and You Will Become a More Effective Sales executive - Developing Personal Drive and You Will Become a More Effective Sales Executive
Your Territory & Ideal Client Sales Territories & Identifying the Ideal Client
Marketing & Technology What is Marketing & How it Relates to SALES
Time Management Planning, Activity, Contact Management
Step 1 - Prospecting The Repeatable Sales Process Building Your Repeatable Sales Process
Step 2 Qualifying Your Prospects - Building Your Repeatable Sales Process
Successful Sales Meetings - Outlining the Sales Meeting
Sales Reporting & Record Keeping - The Pipeline Report & ABC Accounts
Step 3 - Finding Your Customer Need (Pain) - Step 3 in the Repeatable Sales Process
Gaining Client Agreement - Gaining Client Agreement to Move Forward
Step 4 Finding the Money - The 4th Step in the Repeatable Sales Process
Buying Influences - Understanding the Four Buying Influences
Step 5 Presenting Your Solution & Value Proposition - The 5th Step in the Repeatable Sales Process
Letter of Understanding/Proposal - Writing the Letter of Understanding/Proposal
Handling Objections - Ways to Handle Client Objections
Step 6 Closing the DEAL! - The 6th and FINAL Step in the Repeatable Sales Process
Negotiating - Negotiating with Your Clients
Customer Service, Care and Referrals - Keeping Our Customers Happy and Getting Referrals
Sales Skills: Leadership, Optimism, Drive! - Leadership, Optimism and Drive to Succeed
Sales Skills: Listening, Communication, Questioning! - Listening, Communication, Questioning
Sales Skills: First Impressions, Sales Presentations! - First Impressions & Sales Presentations
Sales Skills: Building Rapport, Selling Yourself! - Building Rapport & Selling Yourself
Sales Tools: Tools of the Trade!
Special Features
The Sales Tool Kit.
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