You are a veteran
salesperson who is being told constantly, by customers and
your management alike, that "It's a new game out
there." So you have been looking for a new idea, a
new way of selling that will put you back where you want
to be: in control of your destiny.
Or, you are relatively
new to sales, and you are determined to master "the
basics". You are looking for a time-tested formula
that, if you master, will insure your success.
Insure your success.
Control your destiny. These are powerful ideas. What sales
process, what set of closing skills, what plan for
networking gets to the core of these powerful ideas? The
course Core Selling takes the approach that most
salespeople already know what they should do. So the core
problem is emotional, not lack of knowledge.
Participants learn the
emotional skills needed to rethink the toughest objections
they are hearing. They are reminded of the basics of
consultative problem solving and are challenged to apply
what they already know.
Participants learn in a
small group, highly interactive format that includes large
and small group discussion, brief lectures, experiential
exercises, and application to their own sales situations.
of the [universally accepted] Consultative Sales Process
- Presenting potential
- Presenting a targeted
- Asking for the
- HANDLING OBJECTIONS /
- Following through
Real Barriers to Selling
- Surprises and their
effect on sales performance
- Choosing to feel as we
want: duck and eagle choices
- Fear and
- The 4 Musts
technique: Interrupt, Challenge, Concentrate
Solving with Customers
- The R-O-L-A-I-D-S
- Applying R-O-L-A-I-D-S
to toughest objections
- 4 Self-affirming
beliefs for salespeople
Length and Implementation
- 1 day
- Offered as a customized, in-house