Sandler Consultative Sales Training – Track 1
8:30am - 12:00pm
2905 Southampton Road Philadelphia, PA (map)
SYSTEMATIC SELLING-TAKE CONTROL OF THE SALES PROCESS AND STOP PROVIDING FREE CONSULTING
Targets those with responsibility for supervising others, especially production, hourly and entry level employees.
This two session course is designed to help you and your organization to become more effective and more successful in the sales arena. In session one, we will discuss the importance of implementing a proven system that will keep you in control of the sales process, so that you can increase your closing percentage and shorten your sales cycle. You will learn the 3 most important rules of business and you will discover how to create instant rapport with your prospects and clients. In addition, we will discuss the importance of the Up-Front Contract when dealing with prospects, which puts you in control of the sales process.
In session two, discover how incorporating questioning techniques like Reversing, the Rule of 3, the Dummy Curve, and the 70-30 Rule will keep you in control of the sales process so that you qualify your opportunities and avoid free consulting. We will also explore how to uncover your prospect’s real PAIN, take your prospect down the “Pain Funnel” to expose problems even they didn’t know they had. In this session, you also will learn how to uncover the prospect’s decision-making process and budget, which will help you to avoid giving proposals/presentations and wasting time with prospects who are just kicking the tires and don’t qualify to receive your time or expertise.
Who should attend?
CEOs, Presidents, Sales managers, inside and outside sales staff.
- Shorten your selling cycle
- Differentiate yourself from the competition
- Close more business
- Receive a higher margin on the business you close
- Develop a selling system to keep you in control of the sales process
- Eliminate the sales challenges that keep you from reaching your goals
Participants will leave this session with a system that will increase their sales and they will implement a methodology to take control of the sales process.
Session One – 11/5/15
Why Have a System, Breaking Through Your Comfort Zone, Bond & Rapport, Up-Front Contract
Session Two – 11/19/15
Questioning Techniques, Pain, Budget & Decision, Fulfillment & Post-Sell