SALES COACHING PROGRAM
INCREASE SALES
BUILD CONFIDENCE AS A SALES PERSON
REDUCE STRESS AND IMPROVE JOB SATISFACTION
ENHANCE LEARNING THROUGH SELF-AWARENESS
WHAT WILL YOU EXPERIENCE?
On-the-spot coaching for each participant
Written critique from trainers
Development of presentation outlines to fit your needs
Understanding the four basic Communication Styles – Optional
Video recording and feedback – See yourself as others see you
Each participant will receive a copy of his/her DVD tape
with coaching comments – for maximum retention
SKILLS INCLUDED IN THIS PROGRAM:
Selling to Diverse Personalities
Telephone & E Mail Techniques
Networking Strategies & Target Marketing
Client/Customer Interviews – Across the desk
Marketing Presentations
SUGGESTED TOPICS
SELLING TO DIVERSE PERSONALITIES
Model – A.R.C.H. Communication styles
Define individual types and selling styles
Identify strengths and improve weaknesses
Build self-confidence as a sales person
Learn effective approaches to customers and co-workers
PRACTICE ROLE-PLAYS WITH VIDEO FEEDBACK
NETWORKING TECHNIQUES
Selecting target markets
Criteria for choosing groups or associations
How to find the best groups for you
Attending meetings and events
How to prepare the day before
Communicating at networking functions
Who to talk to and what to say
Building relationships versus selling
Where to sit and how to “work” the table
How to excuse yourself and move on
PRACTICE ROLE-PLAYS WITH VIDEO FEEDBACK
TELEPHONE SKILLS & E MAIL STRATEGIES
Developing rapport
Questioning techniques
Qualifying customer and uncovering needs
Establishing credibility
Handling objections
Setting an appointment
PRACTICE ROLE-PLAYS WITH VIDEO FEEDBACK
CLIENT / CUSTOMER INTERVIEWS – Across the desk
Persuasive delivery skills
Developing rapport and trust
Probing for needs and concerns
Matching customer needs to your services
Describing success stories & positive results for credibility
Developing interaction and feedback from customer
Closing the sale – Taking customer to the next step
Handling objections and understanding customer motives
Selling against the competition
PRACTICE ROLE-PLAYS WITH VIDEO FEEDBACK
WINNING PRESENTATIONS
Marketing Presentations
Delivery skills:
volume, gestures, posture, diction, eye contact, facial expressions
Questions to involve audience:
Analyze, determine needs, develop rapport
Improve audience participation
Gain attention from audience
Follow-up after presentation
PRACTICE ROLE PLAYS WITH VIDEO FEEDBACK
CONTINUED MONTHLY COACHING
Advanced techniques in above skills
Practice role plays of upcoming presentations & interviews
Focus on individual needs of participants