Seminar Program Schedule

Session One

• Goals, Dreams and why you work – Identify why you are in sales and what you want out of your career. What it will take to make or sustain your desires?
• Professionalism – Leading people to a favorable decision and gaining cooperation of internal people and resources. Assessing your skills and abilities. Common motivators. Maintaining high performance
• Planning – The plan is ever changing and never right! Pre call planning. Plan execution. Post call evaluation. Revenue and objective planning. Calculating how many calls/size of deals it will take to reach your goals!
• Managing your time and territory - The importance of under-standing what to do and when to do it. How attitude and motiva-tion can enhance or impede your success and what to do about it.

Session Two

• Buyer Behavior — Why people buy and why you need to provide a reason for them to buy from you/your company! Behavior styles. Client’s comfort zone
• Listening & Questioning Techniques - The art of effectively listening. How to ask well crafted questions that gain results.

Session Three

• The NEW Selling Process - Handling objections. Recognition of buying signals. Selling to existing clients. Getting attention and gaining interest. Satisfying customer needs. Understand tension and how to use it. Presentation magic. Closing the business. Negotiating the sale. And more!

Session Four

• Telephone techniques - Setting appointments and qualifying prospects. (Effective use for selling existing clients.)
• Email Marketing/Selling - Email, is it worth it? What are the positivies and negatives of email? Email as a tool.

Session Five

• Negotiation Planning - Developing a negotiation plan to help out with price pressure. Understand the range of reason. Concession strategies. The importance of value creation.
• Program Wrapup