Topics can be combined and delivered as individual training, workshops, roundtable discussions, or trade association educational events
Concept Evaluation – This exercise involves researching your concept to determine if sufficient need exists to support a launch.
Sales Training – Start with an attitude adjustment, then learn how your sales conversation should flow. The 80/20 Rule: 80% conversation and 20% presentation. Asking the right questions, actively listening, and answering objections.
Selling Benefits vs Features – A feature is a Characteristic of your product or service (what it is made of, how it works) A benefit is the Value Derived from that Feature. (Benefits are reasons to purchase your product)
Prospecting and Cold Calling – Learn to identify decision makers, remove barriers and how critical questions can help you qualify prospects quickly by bringing them into the process effectively. Gatekeepers will respond, too.
Knowing The Competition – Research & list, then compare & contrast.
Find A Competitive Advantage – What sets you apart from the competition? What void do you fill? Identifying this will help you understand your Target Market(s).
Identifying Target Market(s) – Knowing your Competitive Advantage(s) will help you easily identify your Target Market(s)?
Positioning for Success – How should your product/service be perceived in the marketplace to maximize sales? (How will your product/service compare to the competition?)
Presentations – Proper Preparation & Use – Build your presentation based on benefits. Ask questions to determine wants, needs and pain points, then refer to the appropriate portions of your presentation that speak to those points. This approach will keep your prospect focused and involved.
Asking Critical Questions – Critical questions help identify whether a prospect is within your target market(s) and fit your customer profile. They will help you quickly qualify or disqualify prospects.
Sales Strategies – Learn how customer acquisition, sales team development, positioning, pricing, distribution channels, sales follow up, and more are all critical pieces of your sales strategy.
Setting Expectations and Next Steps – Setting Expectations and next steps keeps the buyer and seller aligned within the process. They need to be expressed and confirmed to be meaningful tools.
Managing the Sales Cycle: The length of a sales cycle varies by industry and each prospect’s personality. Understand how patient persistence can lower the pressure and keep your prospect interested and involved throughout the process.
Proper Follow Up Techniques – Following up with prospects / customers is critical to continuity of the process. How it is done is dictated by the expectations and next steps set and mutually agreed upon.
Retention and Referrals – Increasing sales through interactive customer retention activities can be easier than you think. And new business is easier when it comes from referrals. Many salespeople fail to take advantage of these opportunities because they are afraid of risking the current deal, but you can learn how.
Hiring and Building a Sales Team: Fear of selling often prompts business owners to decide to hire salespeople too early. Understand when to begin building a sales team, what qualities and skills are important, and how to properly train each member of the team.
Trade Show Participation – Booth strategy, execution, and follow up.
Effective Communication Techniques for Buyers and Sellers – Avoid the most common problem in the sales / buying process. Learn to agree on ground rules and guidelines meant to foster honest, direct, and meaningful communication, so that all parties always know exactly where the process stands.
Buyers – The Training & Proper Use of Salespeople – All too often, buyers fail to train salespeople on how to best work with them. A well-trained salesperson can be a tremendous resource for the buyer