How to Sell Value and Develop Long-Term Relationships
(1 Hour to 8 Hours)
Up to eight modules of sales fundamentals. Includes the skills all sales people need to develop and maintain to be successful. Can be customized for more advanced sales.
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A sales training session guaranteed to improve sales performance and productivity. The eight modules below constitute a full eight-hour seminar. Choose from the modules to build your own customized program.
CONTENT:
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Module One: Effective Salesmanship
-What is Salesmanship?.
-Characteristics for Successful Selling.
-Developing Pride in One's Profession.
-Emotions and Selling.
Module Two: The Selling Personality
-Listening and Effective Communication.
-Use of Voice in Selling.
-Making a Good First Impression.
Module Three: Three P's - Product Knowledge, Preplanning, and Prospecting
-What We Need to Know.
-Why We Need to Know it.
-Where We Get the Information.
-Prospecting and Prospecting Systems.
Module Four: Planning and Executing for Success
-Harmonizing With the Prospect.
-Building Relationships.
-Lead Development
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Module Five: The Art of Asking Questions
-Setting the Stage.
-Basic Techniques in Asking Questions.
-Probing.
-Handling Objectives.
-Turning Features Into Benefits.
Module Six: Closing:
-Transforming the Sales Call into a Sale
-Motivating Factors in Buying.
-Closing Techniques.
-When to Ask for the Business.
Module Seven: The Finishing Touches of Professionalism
-Physical Factors in Buying.
-Self Management (Time and Territory Mgmt.)
-Ethics.
Module Eight: Motivation is an Inside Job
-Physical and Mental Development.
*The Key Ingredient to Staying Motivated.
*Five Steps to a Higher Level of Belief and Motivation.
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AUDIENCE COMMENTS:
- Yesterday was a glorious day. Dennis Mannering did his superb job. Inspiring, teaching and leading people to new heights. The ratings following the meeting were some of the highest we have seen for educational activities of any kind
- Thank you very much for speaking at our sales conference. Your presentation was both inspiring and informative. I especially liked your "everyday heroes" stories. They really do challenge others to be heroic as well. Thank you again for participating
