Sales Academy Agenda
Sales Academy Agenda
30 May
| 8:15 | a.m. | - | 9:00 | a.m. | Continental Breakfast | |||
| 9:00 | a.m. | - | 12:00 | p.m. | Session | |||
| 12:00 | p.m. | - | 1:30 | p.m. | Lunch (on own) | |||
| 1:30 | p.m. | - | 5:00 | p.m. | Session |
31 May
| 7:30 | a.m. | - | 8:30 | a.m. | Continental Breakfast | ||
| 9:00 | a.m. | - | 12:00 | p.m. | Session | ||
| 12:00 | p.m. | - | 1:00 | p.m. | Lunch (on own) | ||
| 1:00 | p.m. | - | 4:00 | p.m. | Session |
This intensive session will help you:
• Install proven methodology to uncover and understand the buying motive, attitude and behaviors of their clients in real time.
• Uncover compelling reasons to do business (solution, not product focus).
• Adopt a customized, solutions based approach to selling.
• Validate budget before developing proposals and solutions.
• Shorten the sales cycle by using a system to qualify business case, budget and decision process.
• Understand people, communications styles, and bonding and rapport.
• Identify psychological selling weaknesses and avoid becoming emotionally involved in the sales process.
Systematic Client Development
Successful people have a systematic approach to developing business opportunities. They follow a tried and true, step-by-step process that produces a definite outcome each time it is practiced.
Participants will learn about the Sandler System and how by following it, they can build relationships that lead to new business.
Bonding and Building Rapport with Prospects
Developing rapport and creating a bond with a prospect is an integral part of the selling process. In this module, participants will gain a deeper understanding of the dynamics of interaction and learn how to bond and build rapport with prospects by using specific communications skills.
Making Up-Front Contracts with Prospects
One of the keys to successful client development is to maintain control of the process. The Up-Front Contract is the tool that will enable participants to maintain control of situations and create more favorably predictable outcomes. Participants will learn when and how to establish Up-Front Contracts with prospects and customers.
Identifying the Reasons for Doing Business
Prospects buy for their reasons. In this module, participants will learn how to define a prospect’s needs, wants, challenges, and/or problems from the perspective of how PMMI member products or services address those issues.
Questioning Techniques
In this module, participants will learn how to apply the Dummy Curve Theory, Reversing Strategies, and Softening Statements to get the information they need from potential clients. By using these strategies, they will subtly persuade prospects to open up and ask the real questions or discuss the real problems.
Uncovering the Prospect's Investment Issues
If a prospect cannot or will not make the necessary investment of time, money, energy, or change necessary to acquire a product or service, it’s better to know sooner rather than later. Participants will learn the second step in qualifying or disqualifying the opportunity—uncovering the prospect’s investment issues.
Identifying the Prospect Decision-Making Process
How a prospect will make a buying decision should not be a mystery. If it is not clear ahead of time exactly what a prospect will need to see or hear to make a buying decision when they make their presentation, it’s unlikely that they will leave with a decision. In this module, participants will learn the third and final step in qualifying or disqualifying an opportunity—identifying the process by which prospects make buying decisions.
Closing
All too frequently, business opportunities are lost because the vendor/service provider didn’t know when to stop “developing the relationship” and ask for a commitment. In this module, participants will learn how to increase their chance of closing the business opportunity.
Post-sell
Just because the deal is closed doesn’t mean the sale is over. This module covers tactics for confirming what the prospect has committed to and strategies for preventing back outs and buyers remorse.
Enhancing Attitudes, Behaviors and Techniques
In this session, participants will learn that some existing beliefs are sabotaging their client development efforts.
Applying Transactional Analysis to the Sales Situation
In this module, participants will learn about the components of their personality that influence their behavior, how they were developed, and the impact they have on their client development success. They will learn how to identify repetitive, non-productive behavior and how to replace it with more appropriate behavior.
