SALES TRAINING
Sales Training
Sales Process
A sales process is a set of repeatable steps that a salesperson takes, from the early stage of awareness to a closed sale. Usually tested and proven with consistent, sequential results that are transferable. Our focus will be to uncover best practices and create that process that finds connection, fit, and allows our prospects to sell themselves. Selling is solving problems.
The key is to identify the problems.
One effective process follows the line of inquiry. Exploring Current State, finding the desired State, pinpointing Obstacles, reviewing current and past solutions, talk about the negative and or positive implications of achieving the desired outcome.
I have the experience to customize the processes for your product or service.
Prospecting
There isn’t anything higher on this list. Without a pipeline the sale cycle hits a brake and all good things come to an end. The key is to seek, find and identify opportunities. There is a smart way to fill the inventory whether is through direct approach, social marketing, cross selling etc. The key is to start and never stop.
Closing
Is a simple as getting a decision. Yes, is always the best, however a “No” can still serve a positive purpose. Ideally one must turn every stone to keep from the prospect from entering the “Maybe” zone. It can take on many looks i.e. “I am still thinking” , Call me back etc. Learn to close with class but get a decision.
Referrals
Are a company’s biggest competitive advantage and yet underutilized. A lack of process? Maybe. More likely a lack of resolve to ask for them in a systematically way with confidence and purpose. We will explore effective methods that capture a bigger piece of this hidden treasure.