The Employers Edge offers a customized approach to sales training. Our “core” seven (7) modules offer the basics and our “add-on” modules allow for customization to the needs of your sales team.
Core 1: Kickoff
- What is a Successful Salesperson
- Three Types of Motivation
- S.K.A.T.E.
- Identifying Strengths and Areas to Improve
- Sales Success Self-evaluation
- Win/Win Agreement
Result: Participants “buy in” to the development program recognizing that training should result in behavior change and that they are responsible for implementing at least one change after every session.
Core 2: Attitudes for Success
- Understanding How Our Attitude Affects Our Success in Sales
- Pleasing Results vs. Pleasing Methods
- Adjusting Our Attitude
- Dealing with Motivation Block’s
- Attitude Adjustment Scale
- Insulation Checklist
- Go With What You’ve Got Exercise
- Simplification Exercise
- Bright Side Exercise
Result: Participants recognize their attitude and responsibility toward sales quotas, goals, and activities and begin developing a plan for overcoming blocks to motivation.
Core 3: The Power of Goal Setting
- Goal Setting and Sales Success
- Developing a Strong Self-image
- Looking at Your Dreams
- Creating a Mission Statement
- The Power of Priorities
- Developing Plans to Accomplish Goals
- Valuable Lessons About Goals
- The Classic Struggle: Compatibility or Incompatibility
Result: Participants develop an annual sales plan that they will present to the group and turn into management.
Core 4: Effective Time Management
- Results Through Time Management
- Tyranny of the Urgent
- 21 Time Management Tips
- Dealing with Procrastination
- Tracking Performance
- Using a Time Management Planning System
- Territorial Management
Result: Participants learn techniques for better managing their time and territory based on their “High Pay-off Activities.”
Core 5: The Consultative Selling Process
- Changing Times
- The Need for “Consultative” Selling
- The Eight Stages of a Sales Presentation
- The Sales Interview
- Developing Social Rapport
- The Opening Statement
- Investigating Needs
- Understanding Critical Success Factors
- The Fine Art of Listening
Result: Participants learn a sales presentation process that gets prospects and customers recognizing their needs so they are more open to hearing solutions. Participants also develop a sales call questionnaire.
Core 6: Presenting Solutions and Obtaining Commitment
- Why Do People Buy?
- Creative Approaches to Presenting Solutions
- Giving Benefits in Selling
- Demonstrating Capability Effectively
- Preventing Objections
- 5 Successful Actions for Obtaining Commitment
- Recognizing Buying Signals
- Reassurance
- Effective Proposal Writing
Result: Participants learn techniques for handling objections and closing sales. Participants role play
their sales call with the group.
Core 7: Building Client Relationships and Keeping Them For Life
- Important Statistics About Clients
- Customer Satisfaction
- The 5 Questions Your Customers Have About You
- Understanding Personality Differences
- Fixing “Problem Relationships”
- Friendship vs. Salesmanship
- Quality Customer Service
Result: Participants gain skills for developing relationships and improving customer service by recognizing the true value of a customer and what customers really want in an account manager/sales representative.
Add On: Success through Prospecting
- An Effective Approach to Prospecting
- Profile of the “High Priority Prospects”
- Sources for Prospects
- Identifying Qualified Prospects
- Follow-up Systems
- Creating Referral Prospecting Relationships
- Prospecting Projects
Result: Participants identify a variety of prospecting methods and their effectiveness as well as learn to develop referral relationships to increase their number of customers.
Add On: The Approach
- The Purpose of the Approach
- Pre-approach Client Research
- Identifying the Decision Makers
- Methods of Approach
- The Power of Testimonials
- The Telephone Presentation
- Handling Telephone Objections
Result: Participants learn techniques for “going deeper” into current customer accounts as well as marketing approaches to gain new business.