Posts Tagged ‘Corporate Sales Training’
Friday, January 13th, 2012
Many sales people get caught up in the paradigm of “This is who we are, this is what we do, and this is how we can help you” even before they understand their prospect and his needs.
Try approaching your meeting from the client’s point of view. What day and time works best for them. What are their needs and concerns. Listen carefully, and you will be able to gather the information you’ll need for your scheduled “closing” meeting.
Morning seems to be the very best time, and Friday is the best day. Your prospect is ready to take action and produce results. Therefore, they will be more likely to want to take action and sign the deal. On Fridays people want to get things off their plate, so they are more likely to make a decision and not ponder over the weekend. So, make sure you have laid all of the ground work before your “closing” meeting.
Stop and ask yourself, “What questions do I need to ask of Mr./Ms. Prospect first?” “What research should I do before I set the meeting time and day?” Once you get comfortable with being the person who asks lots of probing questions, you can focus on your closing strategies.
When closing a deal, do not use the standard watered‐down phrases of ʺSo what do you think?ʺ or ʺSo how do you feel about that?ʺ Instead, make sure you have set up in advance what the goal of your time together is. That way you can refer to the agreed upon goal in your closing. For example, “John, if we are able to help you develop stronger leaders, would you be able to sign on that today; or who else would we need to have involved?” If you do not have all the dealmakers at the table, it is best to suspend the conversation until you do.
For more Hot Tips visit www.impressionmanagement.com
Tags: corporate sales programs, Corporate Sales Training, corporate training, Leadership Development & Training, Negotiation Skills Training, Presentation Skills, presentation skills seminars, Presentation Skills training, Sales Training Programs
Posted in Corporate Leadership training, Corporate Sales Training, Leadership Development Training, Negotiation Skills Training, Presentation Skills, Presentation Skills Seminars, Presentation Skills Solutions, Presentation Skills Training, Sales Training Programs, Sales Training seminars | 2 Comments »
Tuesday, January 10th, 2012
To Catch A Bigger Fish You Need to set up the right net in the right way.
Imagine that you are looking at putting on a new deck. You call a company and the sales person comes out and talks to you all about the decks they build, the quality they offer and the way they can get the deck done. You decide to have them build your deck. How do you feel when they call you six months later to see if you now want them to build you cabinets? Or furniture? Or a new floor? Or a new addition? Are you excited? upset? annoyed?
Most likely as they jump around telling you all the other projects they can do you are annoyed because you didn’t ask for any other projects. Their persistence may even make you start to dislike your deck that you were totally satisfied with just six months ago.
What happened? If you did a great job on the deck, why wouldn’t that prove to the customer that they need you in those other areas?
In sales, I find people rarely analyze where their business is coming from, what is stopping it and what they need to do in the sales process to open up the client to more opportunities. With the Excavation Method, we show sales people how to set the first sale up so it automatically generates more sales after it. We show you how to make the client stretch their mind frame so they see the deck as just one small thing you do and they crave the other skills you have to offer.
So here is your Take Action:
Take a moment today to analyze your business.
- Where do most of your sales come from?
- Where do they get blocked?
- How can you set the sale up on the front end to remove that block?
For more resources for your sales training & presentation skills visit www.ImpressionManagement.com
Tags: Corporate Leadership training, corporate sales programs, Corporate Sales Training, Leadership Development & Training, Negotiation Skills Training, Presentation Skills, presentation skills seminars, Presentation Skills training, Sales Training Programs
Posted in Corporate Leadership training, Corporate Sales Training, Executive Presentation Skills, Leadership Development Training, Negotiation Skills Training, Presentation Skills, Presentation Skills Seminars, Presentation Skills Solutions, Sales Training Programs | No Comments »
Friday, December 23rd, 2011
Happy Holidays from Impression Management Professionals
Wishing you a Joyous Holiday Season
and a New Year filled with Peace and Happiness.
Tags: corporate leadership development, corporate sales programs, Corporate Sales Training, Leadership Development & Training, Negotiation Skills Training, Presentation Skills, presentation skills seminars, Presentation Skills training, Sales Training Programs
Posted in Corporate Leadership training, Corporate Sales Training, Executive Presentation Skills, Leadership Development Training, Negotiation Skills Training, Presentation Skills, Presentation Skills Seminars, Presentation Skills Solutions, Presentation Skills Training, Sales Training Programs | No Comments »
Wednesday, December 21st, 2011
It’s always helpful to learn from your mistakes because then your mistakes seem worthwhile. – Garry Marshall
Join Us For The OUTCOME THINKING® WEBINAR SERIES
How To Change a “I Screwed Up” in to a “Step Up” For Your Career
January 19, 2012 1:00 CST ( Limited Space)
Have you ever put your foot in your mouth? Have you made a major misstep and not know how to fix it? Have you ever wondered how to go from being on the “watch out” list to being on the “must watch” list?
Let’s face it, we have all had some time in our career where we have botched a client project, mishandled a relationship, or made a mistake that has cost us in some way. The point of this webinar will be to show you how to NOT ONLY get back in good graces but how to UTILIZE your mistake to launch your career forward.
You will learn:
- The three mistakes most people make that COMPOUND the problem
- How to have the tough discussion
- How to move your boss from looking for your next mistake to looking for how to promote you
A screw up can often be the launch pad for a Step UP in your career if you just know what to say and how to say it.
Join us for this fresh and exciting new webinar:
PS: Feel free to pass this invitation on to your family and friends for this one-of-a-kind-webinar experience.
Space is limited.
Reserve your webinar seat now at:
https://www2.gotomeeting.com/register/705582730
Can’t make the date?
Still register so you can get access to the recording after the event.
For those who don’t register, the recording will be available for purchase.
Tags: corporate leadership development, Corporate Leadership training, corporate sales programs, Corporate Sales Training, corporate training, Leadership Development & Training, Negotiation Skills Training, Presentation Skills, presentation skills seminars, Presentation Skills training, Sales Training Programs
Posted in Corporate Leadership training, Corporate Sales Training, Executive Presentation Skills, Leadership Development Solutions, Leadership Development Training, Negotiation Skills Training, Presentation Skills, Presentation Skills Solutions, Presentation Skills Training, Sales Training Programs | No Comments »
Wednesday, December 14th, 2011
The bottom line is that most customers do not like sharing information because they’re not sure how you will use it. So your job is to make them 100% comfortable and confident in how the information will be used as well as why it’s a value for them to share.
The worst way to get information from customers is to start by asking them questions. Most interaction I see people have with customers follows the typical pattern of a flat statement followed by a series of questions. It goes something like this: “We’re looking at a new way to process claims, so I need to ask you some questions. Do you process claims in batches?” Now with each question you ask them, they will answer hesitantly and rarely will they give you the complete information. Why? Because they don’t know how you’re going to use the information and they don’t want to have it come back to bite them.
The first thing you need to do is give them the complete roadmap of what you will be talking about and how it will benefit them.
Once you have given them this roadmap, that will give them the confidence to openly share information. If you ever feel a client isn’t sharing information, it’s telling you that they do not feel comfortable with how the information will be used. So as soon as you sense that, stop the conversation and paraphrase for them why you’re asking the question and how you will be utilizing their answers.
Register to watch the Strategic Presentation Video Series, it’s free…
Tags: Corporate Leadership training, Corporate Sales Training, Leadership Development & Training, Negotiation Skills Training, Presentation Skills, presentation skills seminars, Presentation Skills Solutions, Presentation Skills training, Sales Presentation Skills, Sales Training Programs
Posted in Corporate Leadership training, Corporate Sales Training, Executive Presentation Skills, Leadership Development Training, Leadership Presentation, Negotiation Skills Training, Presentation Skills, Presentation Skills Seminars, Presentation Skills Solutions, Presentation Skills Training, Sales Training Programs | No Comments »
Monday, December 12th, 2011
When you are conducting a large group meeting and you know there are multiple personal agendas, it is your job to get each agenda to flow into your main area of focus.
So you may say, “Today’s meeting will focus on how we can streamline our departments. In order to do that, we will look at what is working right now, what is not working, and what needs to change. So let’s take a moment to look at some of the concerns and needs each of us might have and see in which of the three categories they fit. Then we’ll try to go through and make sure we address all of the issues.”
Make sure you correlate each manager’s agenda into the main group’s focus for that meeting. Anything that does not fit within the main focus, table for later discussion. This will ensure that your meetings are focused, proactive, and easily understood by all participants.
Register to watch the Strategic Presentation Video Series, it’s free…
Tags: Corporate Leadership training, corporate sales programs, Corporate Sales Training, Leadership Development & Training, Negotiation Skills Training, Presentation Skills, presentation skills seminars, Presentation Skills training, Sales Presentation, Sales Presentation Skills, Sales Training Programs
Posted in Corporate Leadership training, Corporate Sales Training, Executive Presentation Skills, Leadership Development Training, Leadership Presentation, Negotiation Skills Training, Presentation Skills, Presentation Skills Seminars, Presentation Skills Solutions, Presentation Skills Training, Sales Training Programs | No Comments »
Monday, December 5th, 2011
Stop trying to sell and start trying to figure out how they buy. The number one reason most people fall into the “just another sales guy” trap is because they talk about their product or company and assume that will create the desire to buy. It never does!
So don’t even start talking about you. Talk about your customer, what you know about them, what you know about their company, what you know about their needs, and how you will help them satisfy their needs.
It’s really as simple as that. When people are looking at your product or service, they really have one or two key issues they are hoping your product or service will solve. All they really want to know is if you can solve those problems. Most salespeople believe the compelling reason people buy is because they find out how great the product or company is.
What you need to do is find out what the customer needs. Then, present solely on how you will solve those needs. This means, if you’re selling a telephone system, you may need to talk in detail only about voicemail to one customer and to another customer you may need to talk only about how your phone system will work with remote access.
Don’t try to sell the world, just try to help them buy what they need for their world. He who talks too much loses the sale. My motto is that a customer should speak 70% of the time and you should speak 30% of the time.
Get started with the Masters of Sales & How To Open Doors And Close More Sales Bundle
Tags: corporate sales programs, Corporate Sales Training, Leadership Development & Training, Negotiation Skills Training, Presentation Skills, presentation skills seminars, Presentation Skills training, Sales Presentation Sklls, Sales Training Programs
Posted in Corporate Leadership training, Corporate Sales Training, Executive Presentation Skills, Leadership Development Training, Leadership Presentation, Negotiation Skills Training, Presentation Skills, Presentation Skills Seminars, Presentation Skills Solutions, Presentation Skills Training, Sales Training Programs, Sales Training seminars | No Comments »
