Day 1
"Can I Have 5 Minutes of Your Time?"
(This is tailor-made
for each business.)
Sales Outline: Back to
Basics |
Morning
Session |
1. Sales overview
2. What makes a top salesperson and why salespeople fail
3. Habits to break… Habits to keep
4. The six things you must know… forever
5. Why questions are everything and which questions to ask. (Customizing your own
questionnaire.)
6. Features and benefits
7. Objections, and why you want them
8. Effective listening skills
9. Prospecting new business and existing customers
10. Cold calls, phone skills, and internet selling |
Afternoon Session |
11. Getting organized; How
to use your planner
12. Time and territory management; using a contact management system
13. Setting goals and keeping them.
14. Trial close and effective closing skills
15. Customer care
16. Role plays: putting it all together
17. Sales wrap up. |
Day 2
Executing the Plan and Train the Trainer |
Early
Morning Session |
1. Management overview with
President, EVP or CEO
2. Action plan for Implementation |
Mid-Morning
Session |
3. Sales overview with
field managers
4. How & why to coach… get out of the office. "Are you a pro-active coach or
a re-active manager?
5. Interviewing skills. What and what not to do.
6. The 50/40/10 Plan
7. How to observe in the field and your feedback session
8. Effective one-on-ones |
Afternoon
Session |
9. Conducting incredible
quarterly or annual reviews
10. Observational skill role plays
11. Management wrap-up |
