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Secure business successfully and develop long term relationships by differentiating and adding value. (2 to 3 days)

  Introduction, Creating The Context and Learning Needs
  Aligning Values
  Walking the Talk - Translating Values Into Behaviors
  First Impressions and the 3 V's of Communication
  Connecting with Different Types of Customers
  Breaking The Ice with Small Talk
  Role-Play, Review and Coaching Session - Meeting the
  Communicating Consciously - Role Play on Communication and the Sales Process
  Managing Customer Expectations
  Customer Focused Language
  Active Listening
  Performance - Getting the business
  Putting it All together - Final Role Play, Review and Coaching Session
     


How to prepare for the meeting, connect with the client, take control of the process and present solutions from the client’s point of view. (2 days)

    DAY 1
  Context & Learning Needs
  Video Role-Plays, Exercises & Review
  Conducting Successful Meetings
  Planning – Messaging & FAB Statements
  Preparing – Positioning & Realigning Objectives
  Meeting Etiquette & Management
    DAY 2
  Visual & Vocal Communication
  Influential Language
  Presentation & Listening Styles – Adaptation Strategies
  Distilling Complex Information
  Answering Questions & Addressing Concerns
  Presenting the Solution
     


Enhance connection and effectiveness when making cold calls, giving advice, imparting knowledge, obtaining appointments and getting approvals on the telephone. (1 day)

  Video Role-Plays, Exercises & Review
  Planning the Call
  Getting Through the Gatekeeper
  Leaving Effective Voice Messages
  Capturing Interest & Probing for Needs
  Answering Questions & Handling Objections
  Reaching Agreement
     


Sales professionals will develop their ability to reverse negative internal dialogue, continuously refine and move towards their goals, and increase their range of problem solving techniques to overcome obstacles. (2 days)

This program focuses on the development of the five areas of human behavior that are absolutely essential for the success and fulfillment of sales professionals. We use the QO2 profile as a benchmark tool for participants.

  Your Focus – Opportunities or Obstacles?
  Goal-setting & Attainment
  Problem-solving & Innovation
  Mood Induction & Emotional Management
  Managing Expectations & Contingency Planning
  Your Time-Line Focus
  Commitment to Grow – My Development Plan
     


Improve your ability to produce the most favorable negotiating outcomes possible, while maintaining strong relationships with your counterparts. (2 to 3 days)

  Role-Plays, Exercises & Review
  The 3 Levels of Negotiation
  The ACT Negotiation Model
  The Impact of Cultural Differences
  The 10 Sources of Power
  Case Study Analysis - Distribution of Power
  The Impact of Non-verbal Communication
  Buyer & Seller Tactics
  Counter-tactics
  Dressing to Influence
  Messaging & Primary Player Profiling
  Planning & Preparation
  Adapting to Counterpart Styles