Business Success Seminar - Sales Effectiveness

Description

MORNING SESSIONS: 8:30 - 11:30 AM

Part 1:PROSPECTING AND ACCOUNTS DEVELOPMENT - At the completion of this session, participants will be able to capitalize on referrals, references and testimonials, create a referral network of champions who bring in business and further develop existing accounts and increase customer loyalty.

Part 2:DEVEOPING RAPPORT AND INTEREST IN YOUR PRODUCTS- Building rapport is a serious step in any sales call, either for a new prospect or a long-term client. This session will help participants to determine value from a buyer's point of view, employ three strategies to make buyer's eager to talk and establish immediate credibility to building alignment with buyers.

AFTERNOON SESSIONS: 1:30 - 4:30 PM

Part 1: RESPONDING TO OBJECTIONS - Objections are a natural part of selling. But there is a proven process to overcoming these protests. In this session, participants will learn to apply a win-win process to resolve objections, identify points of agreement to lower buyer resistance and respond to the six most common objections with confidence.

Part 2: GAINING COMMITMENT - As you move toward the end of the sales process, it becomes important to create a sense of urgency for the buyer and find a natural way to ask for the commitment. At the completion of this session, participants will be able to evaluate buyer perspectives to move the sale forward, engage the prospect's emotions in the buying process and practice six methods to ask for the sale with confidence.