Effective Sales Development |
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Effective Sales Development takes a proactive approach to understanding your unique sales situation and high priority training needs. Through our "gate selling" program, we bring in buy-in power to your sales strategy, establishing a common language and focus on a systematic process for personal and activity growth management. From evaluation of you and your current reality, we facilitate true behavioral change for optimal results over time. Register for our next Executive Briefing entitled "Psychology Behind the Sale" & receive FREE weekly sales tips. Call 816.505.2500 today! Requirements: No Excuses! |
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Evaluation of existing sales staff for current skills, competencies, attitudes and beliefs about sales. Accountability for growth in activities, success, and the 21 core competencies of the ideal sales person. Impact Training in all of the ideas, terminology, skills, techniques, behaviors and attitudes that we will be looking to master. Reinforcement Training, gradual incremental growth much like Martial Arts, requires spaced repetition of skills, discipline, emotional control, and the benefits that support a true master of the Art of Communication. Advanced Problem Solving - Victories, Impending Events, Problems and Referrals discussed - Your Topics, Plus one of 26 basic and black belt topics - Masters sharpening the saw - keeping the edge - Offered typically 6 times per month. |
Teleclasses - Advanced problem solving via phone with a topic. Typically one hour in length with 5 to 6 different times to chose from per week. Access from anywhere in the world is possible. Phone number and pass code are required. Internet Training on Demand - 50 Hours of Audio with slides, quizzes, and Manager feedback. You may have access from your home or work computer. Winner's Circle for Executives - Owners, presidents, and vice presidents only - Facilitated by a past president of a fortune 500 Company - Strategic and practical application of principals discussed - Confidential sharing and benefit of the knowledge trials and successes of your peers. Winner's Circle for Management - Department Heads, Managers, and Supervisors -- Practical application of the principals, roadblocks, and obstacles are discussed. Peer review and accountability for self and results are the hallmark of this Monthly program. |
Top 10 Ways To Improve Your Sales Results With Sandler Sales Training
More effective prospecting: Utilize a fresh, non-traditional approach to capture your prospect's interest and imagination on the first call. Then, quickly help them discover why it is in their best interest to "invite" you in!
- Higher comfort level calling high: Develop a Sales Readiness Tool-Kit that quickly gives you the expertise to establish credibility at the highest levels. Truly understanding your prospective client (their challenges and their vision) is far more powerful than demonstrating your product knowledge or its wizardry.
- Weeding out non-buyers earlier: Your time and your company's resources are extraordinarily valuable! Your prospect must earn them! Facilitate your prospect convincing you early on that their needs are of sufficient importance to justify their firm commitment to a thorough evaluation of your proposed solution.
- A shorter selling cycle: Develop a strong up-front agreement with prospective clients early in the selling cycle that exactly defines a step-by-step plan that will bring the process to an outcome within a mutually acceptable time frame, such that the Twenty-First Century definition of a "Closer" becomes "a salesperson" who can skillfully bring every selling situation to outcome.
- Less discounting: Price is never the real issue! You will gain the confidence and skill to shift the buyer's focus from the price of your solution to:
the cost of not implementing your solution
their return on investing in your solution
If your customer really has the conviction that they'll get a significantly better return per invested dollar by going with you, they'll gladly pay you more!
- Higher per sale average: You will develop the confidence, patience, and control required to do a thorough needs analysis before proposing any solution, as opposed to the "typical salesperson's" emotional need to address each issue as it surfaces in the conversation. This honest, comprehensive approach maximizes each opportunity by ensuring that no money is left on the table, and that the customer is totally satisfied.
- Better relationships with prospects and clients: Create a climate of trust and respect through the utilization of a system where every conversation differentiates you from the stereotypical, I-centered, pushy salesperson. Experience the satisfaction of having your clients say "Not only do you listen to me, you truly understand me."
- More effective management of complex, big dollar deals: Win the Big Ones by gaining a better understanding of the politics of large organizations. Learn how to successfully navigate situations involving multiple decision-makers from multiple departments, outside consultants, committees, and other unexpected participants.
- Higher closing ratios in competitive situations: Through a superior understanding of your prospect's needs, and the precise execution of strong up-front agreements (outlined above), you will differentiate your solution, and yourself, from your competition.
- Lower cost per sale: Through the more precise qualification of prospective clients, precious resources previously wasted on non-buyers in unwarranted evaluation processes, demos, on-sites, trials, and prototypes is now more wisely allocated.
Sales Force Development Process
Executive Evaluation Analysis
- Sales Based Evaluations
- Supportive vs Non-Supportive Beliefs
- Are You In Your Own Way?
- Managing For Success
- Behavior Styles Analysis
- Making It Work For You
- Personal Interest & Values
- Why Your People Work
- Understanding Motivation
- Attributes Index Analysis
- A Scientific Approach To How We Think
- Debriefing
- Professional Evaluation
- Setting Expectations
- Corporate Overview
- Comparison Of Your Sales Force To The Ideal
- Big Picture View In The Four Most Crucial Elements For Success
- Sales Based Evaluations
- Training
- A Non-Traditional Approach To Sales
- Quick Start
- Systematic Sales Fundamentals
- No Guts, No Gain
- Assertiveness Training For Professionals
- Magical People Skills
- Establishing Trust & Rapport
- Professional Prospecting
- Business Development Through Referral
- Quick Start
Reinforcement
Through Interactive Integration
- Application Ownership
- 18 Interactive Workshops
- Practice & Role Playing
- Getting Out Of Your Own Way
- Ownership & Mastery
- 26 Topics
- Problem Solving
- Advanced Applications & Techniques
- Personal Coaching
- Live Classes
- Workshops
- TeleClasses
- Special Event
- Application Ownership
- Accountability
- Automated Sales Management
- 21 Core Competencies
- Strengths & Weaknesses
- Pipeline Management
- Online Corporate Qualifier
- Did Your Sales People Ask The Right Questions?
- Did Your Customers Qualify For Your Quote?
- Online Activity Accountability
- Customized Tracking & Coaching
- Weekly Input (Fridays)
- Alignment Focus
- Emailed Activity
- Results & Management
- Coaching (Mondays)
- Automated Sales Management
If you'd like more information about Effective Sales Development or Sandler Sales Training,
please give us a call in Kansas City at 816.505.2500 or email: info@effectivesales.net
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Sales training based on repetition, reinforcement and coaching. Effective Sale Development, Inc. © 2010 | Privacy Policy | Site Map Website Developed By Ad Trends Advertising, Inc. | Marketing Solutions |