Recommended Sales Training Learn

Recommended Sales Training Learning Agenda for

Marketing & Sales Professionals

Each of the following topics is an independent seminar and it can be used in a sequence as shown or taught in a single 1.5 - 2.5 hrs. session.

Sequence	Topics
1	Listening & Communicating Principles
2	Customer Sensitivity
3	Telephone Professionalism, Part I
4	Professional Selling And Account Development, Parts I & II
5	The Powerful Process of Tactical Probing
6	Principles of Persuasion
7	Negotiating With Customers
8	Fear Free Prospecting & Sales Development
9	Priority Management For High Achievers
10	Personal Appearance Disciplines
11	Ethics & Excellence At Work

Topical details:

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Topic	Overview & Content	Objective
Listening & Communicating Principles Back up	How about a fun-filled interactive learning exercise to improve listening efficiency & reduce costly communicating errors. Class Topics - Self-Analysis of your listening efficiency - Consequences of poor listening - Benefits of good listening disciplines - Listening barriers & overcoming them - 3 active listening skills & their use - How to listen for substance - How to encourage your audience to listen	To enjoy life & occupation via learning to listen selectively, empathetically & responsively and to increase personal communicating effectiveness via utilization of active listening skills in daily interactions. Reduce misunderstandings, enhance your professional image & communicate accurately & impressively.
Topic	Overview & Content	Objective
Customer Sensitivity Back up	An interactive research-based classroom experience designed to aid understanding customers with diverse needs & predispositions and to respond & serve each in an unconditionally professional manner. Class Topics - Business environment - customer wants - How to manage customer perceptions - Customer predispositions, emotions & attitudes - The discipline of courtesy - tough customers - Roles customers play & how to respond - Personal self-esteem & assertiveness - How to handle feelings of rejection - How to develop sensitive customer interactions	To better position participants to recognize & properly respond to the customer's need for emotional support while working to respond to their business needs.
Topic	Overview & Content	Objective
Telephone Professionalism, Part I Back up	An involved learning classroom exercise to discuss & experience practical basics for effectively dealing with the stresses & routines inherent in customer-sensitive volume intensive call-service operations. Class Topics - Phone professionalism 101-avoid conflict - Predispositions of callers (research) - Personal maturity & discipline of courtesy - High-impact telephone greetings - How callers judge you-managing perception - Origin of conflict & complaints - Transactional analysis P-A-C Theory - Mirroring customer attitudes - Preparation for Part II	To enhance company image, improve telephone efficiency & communicating productivity while exceeding caller-customer expectations & lowering tension & stress levels.
Topic	Overview & Content	Objective
Professional Selling and Account Development, Parts I & II The Basics For Selling Success Back up	A study of basic principles of success for application in the process of preparation, planning and executing the sales call Class Topics - The primary role of a sales person - defined - The first thing about selling - Elements of account planning - Projecting the sales cycle and key events - Determining the decision makers and influencers - Criteria for sales call objectives - Research-based action plan for sales call success - Earning the right to proceed - Opening statements and rapport building - Fact finding – the process of determining customer needs - How to apply features and benefits - presentation and demonstration - How to deal with customer concerns and attitudes - Buy now reasons and recommendations - Consummating the agreement – asking for customer action - After the sale – add-on, follow-up and referrals	To study and practice research- and experience-based logical steps to selling and account development success.
Topic	Overview & Content	Objective
The Powerful Process of Tactical Probing Back up	An involved learning classroom experience for formulating & using questions to understand needs, diagnose problems & determine the best solutions. Know the foundation, source & impact of using probes in interactions with customers, associates & friends to diagnose & solve problems and uncover needs. Class Topics - A question is more powerful than a statement! - Various probes with specific tactical purposes - Types of probles & purposes - How to formulate questions - What questions to ask and when	To improve understanding of the principles & techniques of using questions tactically to communicate clearly and improve efficiency in all interactions, solve problems & build better personal relationships while reducing costly communicating errors.
Topic	Overview & Content	Objective
Principles Of Persuasion Back up	We will study persuasion techniques necessary for supporting profit principles in pursuit of “Win/Win” outcomes in daily business discussions. Class Topics - “Win/Win” interactions – ethical guideline- - Relationship strategies – positive or destructive? - Never take your own side in a dispute – why & how - Persuasion vs. logic – what’s the difference - Modern methods of mass persuasion - Pre requisites of personal persuasion - Process for persuading others - Forms of persuasion - Application model for persuasion	To learn and practice the application of psychological relationship principles for use in resolving customer disputes and disagreements and to prevent arguments.
Topic	Overview & Content	Objective
Negotiating With Customers Protecting profits, commissions & sales policies Back up	An interactive review of practical skills & principles of negotiating for use in daily business & interpersonal interactions. Class Topics - 3 stages of any negotiation - 7 principles for negotiating - 3 crucible negotiating variables - 7 rules for making concessions - 7 do’s & dont’s of equitable negotiating - Negotiating tactics	To prepare sales professionals systematically & equitably to deal with customer negotiating issues while protecting priorities, policies, principles & profits.
Topic	Overview & Content	Objective
Fear Free Prospecting & Sales Development Disciplines for fear free prospecting and promoting Back up	Sales professionals will improve productivity via definition, self-evaluation and application of techniques for dealing with the self-defeating plague of call anxiety. Class Topics - The missing link in sales performance training - Why motivated, talented, capable, ambitious people fail - Great profile…but will he/she make sales calls - The co$t of call anxiety - The self doubt spiral - financial co$t/human resource co$t - Defining authentic call anxiety - Where does call anxiety originate? - Four deadly impostors – what call anxiety is not! - Twelve shapes of call anxiety - Behaviors that hold productivity hostage - Steps to overcoming call anxiety - Techniques for defeating & controlling call anxiety – and making prospecting calls	To learn how to diagnose, define and defeat the self-defeating plague of call anxiety and apply techniques for customer prospecting.
Topic	Overview & Content	Objective
Priority Management For High Achievers How to improve your personal effectiveness Back up	This involved learning program starts with identifying your purposes & mission in life & setting personal goals based on what you value most. Class Topics - Self-Analysis - what’s important to you? - Criteria for your mission - purpose statement - Personal effectiveness - self profile - Process of setting goals aligned with your values - 6 steps to crisis-free scheduling - Prioritization & measuring of objectives - Ways to change patterns & habits - Top 10 timewasters & how to negate them - How to protect personal & family priorities - How to improve your planning	To optimize personal effectiveness, improve priority management & promote daily discipline of working on highest-priority projects
Topic	Overview & Content	Objective
Personal Appearance Disciplines Back up	Class Topics - Head to toe grooming - self rating - First impressions can kill! - Professional presence for women - Professional presence for men - Power look tips for professional attire - Clothing care - colors, style, fabrics, fit - Hedge words & power robbers - Eye contact-greeting-handshake-gestures	To demonstrate visible competence, confidence & credibility; to optimize your image as an asset for your continuing success.
Topic	Overview & Content	Objective
Ethics & Excellence At Work Excellence, profitability & job security Back up	Establishes clear ethical guidelines for the contemporary workplace and marketplace. You will learn absolute standards of ethical conduct in pursuit of your mission. Class Topics - The lost sense of ethical direction - The high & low roads of ethical behavior - Personal principles & code of ethical conduct - Business survival - ethical motivation - 10 principles of ethical decisions & actions - Case studies - typical & generic	To equip each individual with an awareness of the critical importance of ethical workplace actions & how absolute ethics enhance quality productivity, profitability & job security.