1 Day Sales Workshop

Goal setting is an important exercise. Most managers set goals for their team members, but few set goals for themselves. The result is that they are often "too busy" to do more than react to the issues of the day. As a sales person, you must take charge of your time and your destiny. You must do this by setting goals for yourself and structuring your time to accomplish those goals.

There are many things that can impact the sales results of your company. But if you think about it, the common denominator is the mindset of you and your sales team. The mindset of your team can make or break your sales targets.

These buying archetypes are a universal model that describes the behaviour of all buyers - including yours. There's even a good chance these archetypes describe you when you buy for personal use.

It is really important for sales people to understand these 4 Buying Archetypes, and we will go into each on on this bootcamp.

Preparation of a sales interaction is critical to achieving positive results. Preparation should typically include research on the client and their business, review of the company's product or service offerings, and review of the salesperson's goals for the interaction.

The more time that is spent preparing for a sales interaction, the more likely you will be able to achieve your goal for the interaction.

 In today's competitive environment, it's more important than ever to master your phone communications. When you master your phone communication skills, it will allow you to make a great first impression and build trust with the customer within seconds and increase your sales results!

The best sales people do many things differently than their peers. They have better attitudes, better time management skills, and better prospecting routines. But the one thing that sets them apart from every other salesperson is their ability to control the framing of the conversation.

Framing is a critical aspect of sales conversations that is often overlooked by salespeople. Framing is simply the context in which your prospects perceive you and your product or service. Framing can dramatically impact the perceptions of your prospects. For example, if you are perceived as part of the problem then you will never be a part of the solution. This can be true even if your product or service is ideal for solving their problems.

The ability to frame a conversation is extremely valuable to top producing salespeople. They are able to frame conversations so they attract prospects who are most likely to buy and they do it in a way that allows them to dominate the conversation so they create a "buying environment."

The art of asking questions to uncover problems and establish need can impact your sales results. The better you are at this the more effective you will be at selling. Without knowing what a prospect's needs are you are literally shooting in the dark, hoping to hit something. If you take the time to ask questions and listen carefully, you will always be able to discover the real need or problem that exists.

Asking questions is a skill and if you aren't good at it, it is one that you can practice and improve. It all starts with the questions that you ask. Many sales professionals focus on asking "closing" questions when they should be focused on asking "opening" questions.

Presenting and pricing your offering can be a nerve-wracking part of the sales process. However, it's also one of the most important. Presenting your offering to a potential customer is your opportunity to demonstrate that it is exactly what they need. If you can successfully show them how your offering meets their needs, you are well on your way to making an effective sale.

Learning how to gauge your prospects and how to ask for the business can impact your sales results.

Being able to tell whether a sales prospect is genuine or not will save you time and energy. You do not want to waste countless hours calling on someone who is not going to buy your product or service.

One of the least understood aspects of selling is objection handling. The reason for this is because it seems that there are as many approaches to dealing with objections as there are salespeople in the world. When you look at the total number of sales books written and published, the number of pages devoted to objection handling would probably be staggering.

Yet, despite all the information available on this subject, most salespeople still struggle with handling objections effectively. Many salespeople will immediately resort to more manipulative techniques, like pressuring or discounting their way out of an objection. However, these techniques do nothing but harm your chances of making a sale.

The best technique for objection handling is one that helps you maintain your credibility while also allowing you to increase your confidence level and therefore your ability to influence. This technique is called Diplomatic Objection Handling. In many ways it combines elements from various other approaches in order to create a technique that is both effective and ethical.

We’re all busy and the last thing we want is to be pestered by someone who’s only looking out for themselves. When you follow up on a sales call, lead or meeting it should always be about adding value to your prospect.

By asking why they didn’t proceed with your proposal, product or service you can look for ways to improve your offering for next time. It also lets them know that you care about their results and are there to help them in any way you can.

Most people are happy to provide feedback if given the opportunity and by doing so you can start building a relationship that lasts beyond the initial sale. This will help you get past the first sale when dealing with more difficult customers.

In sales, closing the sale is considered to be one of the most important techniques by which a sale is converted successfully. The process of closing a sale is a step-by-step process, which begins with qualifying and ends when the salesperson has received approval.

Closing the sale can be one of the most difficult parts of the sales process. This is because many salespeople fail to close because they get comfortable during the selling process and become complacent. A good salesman will always have an arsenal of different closing techniques to use based on their specific client.