Kudos to you, Toby, you really impacted what I am doing. You made the process easier. I’ am able to close and gain commitment.

International Data Group

Professional Selling

Objective: To teach you how to make sales by indentifying and dealing with obstacles that can interfere with selling. This includes learning a way of thinking to deal with rejection, maintaining a positive aproach that gets peoples' attention, and understanding how to get on the same side as the prospect.

Program Outline:

Philosophy And Mindset Of The Successful Salesperson
• Experiencing what it takes
• Developing your message
• Overcoming the failures of text-book selling
• Partnering and problem solving

Planning And Preparation
• Identifying your goal(s)
• Developing approaches to buyers/organizations
• Understanding competition and what makes you different
• Developing question checklist(s)

Optimizing Your Natural Selling Style
• Identifying and strenghtening your selling style
• What you need to be thinking
• Developing an engaging voice

Selling: Using The Telephone
• Dealing with call reluctance
• Warming up "cold" calls
• Coping with gatekeepers
• Intriguing prospects to meet you
• Dealing with rejection: A baseball mentality

Using Active Listening To Know What Is Being Said
• Using psychology-based listening techniques
• Reading and non-verbal cues
• Questioning/probing skills
• Responing when you do not know

Presenting A Product/Service
• Organizing/targeting ideas to need(s)
• Demonstrating effectiveness

Dealing With Obstacles Such As Buyers Who Are:
• Bottom line: "give me the lowest price"
• Apathetic, quiet, unresponsive
• Closely tied to a competitor
• Angry or upset with your organization

Closing
• Recognizing buying signals
• Developing a "close" and overcoming resistance
• Negotiating financial arrangements and agreements

Follow-Up
• Maintaining post-sale relationships
• Developing spin-off sales
• Creating an action plan to build on your gains