Sales Training
Selling Breakthroughs – August 19th 2010 – Kelowna Sales Training
20 spots available / 13 left
Call today -250-768-9415 to book your spot!!!
Total cost – Selling Breakthroughs – $495.00
Sign up before August 1st 2010 and receive!!
One hour Sales Training on: How do people Buy? (Value $150.00)
Keep your customers satisfied to create lasting relationships.
The secret to making a successful sale is knowing what, why, how and when your audience wants to buy. Learn the processes and stages of both buyer and seller simultaneously to understand how to apply sales skills and behaviors that accurately match the buyer’s state and motivations. Understand how to use your expertise confidently to positively influence outcomes and meet both the buyer’s and your own requirements. A sale isn’t over until your client knows that the solution to their business problem is you and your product or service.
This course will help you:
- Accurately assess customer needs and establish needs awareness
- Present solutions based upon priority and big picture needs, not products or services
- Use the buyer’s motivations for increased focus and creating opportunities
- Communicate as a problem-solver and a trusted partner
- Develop professional, long-lasting business-to-business relationships
Who should Attend:
Anyone involved in the selling process.
Format:
- A highly-interactive 1-day workshop.
Tools Provided:
- A Comprehensive Learning Guide
- A pre- and post-workshop skills assessment
- Half hour with our sales professional one month after training
Detailed Synopsis: Selling Breakthroughs
The Selling Breakthroughs workshop. will give you the skills needed to transform selling products, services or ideas into selling “business solutions” are essential for salespeople at all levels.
The program will broaden your understanding and develop your selling skills to uncover the underlying business need, create a desire to act on solving the business problem or to take advantage of a business opportunity, make client centered sales presentations, gain commitment, and enhance the relationship by ensuring client satisfaction.
The program provides practical planning tools and processes, with case studies and practice sessions to learn and enhance your selling skills.
Unit 1 An Overview of the Selling – Buying Process:
In this overview unit we examine the process and stages that a buyer moves through in any buying situation. This enables us to appreciate the skills and behaviors required by the salesperson to support the buyer throughout the process.
Unit 2 Need: Establishing buyers’ needs and need awareness:
The foundation of any sale and worthwhile relationship requires a clear understanding of the buyer’s real needs – their situation, problems and opportunities. In this unit you will learn the importance of first impressions, and how to use appropriate selling and interpersonal behaviors to achieve strong and positive relationships. You will enhance your questioning skills to obtain appropriate facts and information, and to get confirmation, agreement and commitment.
Unit 3 Priority: Activating needs to priority:
This stage is the vital link between establishing needs and presenting a solution. We explore general and specific buying motives, and identify and establish the individual motivations and drives of our buyers. You will learn specific questioning skills that focus the buyer on their real situation, and help them clarify those needs that are priorities for them. You will become comfortable challenging the status quo.
Unit 4 Solution: Presenting a business case solution:
This Unit is designed to move you towards mastery of presenting a business case that meets the buyer’s specific product and service needs, demonstrates value, and is based on positive relationships. You will further enhance your questioning and listening skills. You will learn how to prepare generic and client specific product and service analyses, based on a complete understanding of features, advantages, benefits and end results. You will prepare a value-based solution, with a documented value added package, that effectively differentiates your solution. You will learn how to deal with various forms of resistance, including “price” issues, and positively sell on value and
relationship factors.
Unit 5 Implement: Closing and implementing:
Through an understanding of buying signals, stress and risk assessment, and closing techniques, you will learn how to support the buyer to implement their solution choice. Preparation of a checklist and plan will ensure both parties commit to and complete full implementation.
Unit 6 Relationship: Cementing the relationship and managing expectations:
This unit looks at our customers in terms of importance and worth to help us better allocate our time. Development of an expectation feedback system helps us monitor and evaluate results against expectations. Proactive follow-up will ensure an ongoing relationship based on trust and credibility.
Total cost – Selling Breakthroughs – $495.00
Sign up before August 1st 2010 - and receive!!
One hour Sales Training on: How do people Buy? (Value $150.00)
For more information and to see how FloodLight can help you Sell smarter, call:
Donald Robichaud
FloodLight Consulting – Build Your Business
250-768-9415
http://www.floodlightconsulting.com/
http://donaldrobichaud.blogspot.com/
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Selling Success
Seek to understand and then SELL!!!!
Savvy business owners, entrepreneurs, new sales people and FloodLight’s clients are implementing sales strategies taught in our program.
Our clients are able to communicate with potential clients, separate prospects from suspects quicker, faster and better and once engaged, they know precisely which communication tool to utilize in order to move the client to the next step of the sales process.
At FloodLight we work with entrepreneurs, small and mid size businesses assisting them with their Sales, Marketing and Branding of products and services.
What they say, how they say it, and when to say it!
What our clients like best is that we help remove the bottle necks in their business and change the way they think and feel about Sales, Marketing and Branding. All of these approaches help to increase sales and profits.
FloodLight specializes in Sales, Marketing and Branding programs for Entrepreneurs and Small to Medium- sized Businesses (SMB).
FloodLight’s core competencies were designed specifically to meet the operational needs of any business relying on standard sales practices.
With our 16 week program, you’ll learn the secrets of the top sales professionals:
1. The 10 Steps required for Life Success
2. What you need to do to Attain your Goals
3. What you need to know about Selling!!!! What is the Process by which people use to buy on a daily basis ? – “Your 15 minutes of Fame”
4. Elevator Pitch – Why it’s important and why you need one.
5. FloodLight Communication System. Repeatable Reusable and a Real Time Saver.
6. Close more business deals by asking the right questions.
7. Using the telephone to make more sales.
8. Referral Process – We teach you how ask for referrals in a manner that works!
9. The Seven Key Steps of the Sales Process – How and when to Close!
10. We teach when and then how to ask for Testimonials . These will then become the cornerstone of your sales process.
11. We will teach you how to deal with procrastinators
12. With our Program, you will have a strategic goal for your target market. This will deliver results.
13.This program will assist us in reviewing and defining how best to target your market.
14. We will work with you to decide what corporate literature to use and when to use it effectively.
15. We will work with you to develop a sales campaign in your community.
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Listening is the key to selling
Sales Trainng
sales training seminars, telephone sales training, retail sales training, sales training, online sales training, sales training program, seminars, marketing, sales, training, sales consulting, management training, consulting, sales management, coaching
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