Sales Development
- Customized Sales Curriculum Design and Delivery
- New Business Development Skills and Strategy
- Selling & Buying Styles – Customizing Sales Approach
- Specific Selling Skill Training – Example – Overcoming Objections / Concerns, Negotiation, Closing Skills, etc.
Increasing Prospecting and Gaining New Customers
This workshop focuses on training both sales management and associates in increasing prospecting activity and new customer acquisition. This is accomplished by identifying, measuring, and eliminating Sales Reluctance® from the sales team.
Based on the Sales Preference Questionnaire®, this class provides each participant personalized feedback on individual strengths and weaknesses. Participants learn the four research-based obstacles to sales performance and the 12 types of Sales Reluctance®. Participants will also learn
how to overcome personal reluctance to sell, as well as assisting buyers to overcome buying
reluctance and take action. Each participant receives an individual assessment as well as a
customized plan of action designed to increase contact initiation skills, selling skills, proactive prospecting, and business development. This workshop is presented after the sales assessment
tool has been completed and scored for each participant, so a primary focus of the workshop includes interpretation of the results and a general overview of how to leverage the strengths and areas of improvement identified in the assessment. It is followed by a one-on-one coaching session with each participant, their sales manager and Dr. Musser.
- Each salesperson completes an online assessment of prospecting ability.
- Participants attend a one-day class and learn the research-based 4 obstacles to sales performance and the 12 types of Sales Reluctance®. Participants receive feedback on key prospecting strengths and weaknesses. Participants learn how to overcome personal
reluctance to prospect, as well as assisting buyers to overcome buying reluctance. - Each salesperson receives an hour of individual feedback resulting in a customized plan of
action designed to increase contact initiation skills, selling skills, proactive prospecting,
business development, and therefore increase the number of sales presentations and sales.
Objectives of the course:
- Understand all aspects of the assessment tool results and their implication for sales success.
- Understand the types of sales reluctance and the ways that salespeople limit their success in sales. Each participant will understand his/her sales reluctance limitations and how to
overcome them. - Develop personalized plans of activity that will result in increased new business.
- Plans of action will include specific goals that will be designed to take advantage of the
strengths of participants and lead to improved performance in areas of potential growth and development for each individual. - Give sales managers direction when coaching sales performance.
- Reinforce the importance of prospecting and new sales development.
- Increase prospecting activity.
- Increase sales.
- What top producers have in common and the 5 independent factors that influence sales productivity.
- Techniques for overcoming sales reluctance
Click here to view PDF of “Increasing Prospecting Activity
Selling Styles® Training/Work Styles Training
Discover your selling style from the results of the Selling Styles Profile Analysis®. This course reveals the primary and secondary selling styles of each of your salespeople to help them maximize their strengths and manage their potential weaknesses. The result is increased self-awareness and behavioral changes that increases sales performance. All Sales Personnel, Sales Organizations,
Senior Sales Management are encouraged to attend.
Based on the research of Behavioral Sciences Research Press of Dallas, TX, the SSPA® assessment reveals the primary and secondary selling style of each participant. There are 6 basic selling styles
that salespeople use when selling. Examples of these are the needs-oriented approach, product-oriented approach, and relationship-oriented approach. This course focuses on the advantages
and potential pitfalls of each selling style. Sales personnel discover ways to improve performance, maximize strengths, avoid weaknesses, and increase flexibility with various selling styles when
working with potential clients. Preliminary research suggests that when salespeople are able to shift their selling style to match the prospective buyer’s buying style, there are higher levels of sales.
Organizations may also determine how readily the sales force will implement a certain corporate mandated selling program. Certain corporate selling strategies may or may not be implemented
by the current sales team. The SSPA® gives objective input in determining how well the sales
team will implement corporate sales strategy and sales techniques. SSPA® can also be used to validate the effectiveness of sales training programs.
Click to view PDF: Selling Styles Training
Negotiation Skills Training
Drawing from the best of negotiation practices, this course will provide your sales team with the tools
it needs to be able to negotiate with skill, to obtain the highest margin on sales and to save money
when making purchases for your company. Learn the key principles of negotiation, how to handle
early requests about incentives, practice negotiation strategies, and assess the strength or weakness
of your individual sales team members when negotiating. Participants will take a self-assessment to measure their own ‘yielding’ tendencies, a form of sales reluctance that causes salespeople to
‘give in’ to customers in order to get the sale. Yielding behaviors during negotiation costs businesses and salespeople literally thousands of dollars in lost profit. We teach you methods to overcome
yielding and specific techniques for strong positioning with customers prior to closing a deal. Participants also learn how to handle inquiries about discounts and incentives and practice
negotiating techniques through role plays using several typical scenarios in a ‘fish-bowl’ setting
where everyone is actively engaged.
Click to view PDF: Negotiation Training Course Description