SALES SKILLS EXCELLENCE PROGRAMS
NEW BUSINESS PROSPECTING
- Weapons of Influence Part 1-3
- Outbound Sales Calls Part 1-3
- Getting Past the Gatekeeper Part 1-2
- Getting the Most Out of Your Networking
RELATIONSHIP EXCELLENCE
- Building Rapport and Credibility
- Reciprocity – Creating Value
- Communication Preferences Part 1-6
- Making People Like You Part 1-3
CLOSING – CREATING COMMITMENT & DECISIONS
- Gaining Commitment – Sales Professional or Quoting Machine?
- IDEA Model Part 1-7
- Understanding Purchasing Drivers
- Closing Techniques Part 1-3
REFERRALS & CUSTOMER RETENTION
- Referral Mindset
- Referral Techniques Part 1-3
- Growing Your Business with Referrals
- Motivating Referral Partners
- Retaining Clients Part 1-2
- Smashing Through Cross-Referral Barriers
SALES CONFIDENCE & PRODUCTIVITY
- Sales Confidence Part 1-5
- Return on Effort Part 1-2
- Productivity Strategies Part 1-2
OBJECTION HANDLING EXCELLENCE
- Handling Objections – Understanding Objections
- Handling Objections – Identifying Common Objections
- Handling Objections – Objection Response Strategies
- Understanding Discounting Behaviour
- Building Pricing Confidence
- Handling the Pricing Objection Part 1-2
- Handling Objections Over the Phone Part 1-3
- Avoiding Objections Part 1-3