Sales Training
With Real Solutions

Our clients want a sales improvement program that solves their problems. TSS clients want their sales team skills to improve, resulting in profitable sales increases. Most sales training benefits the individual sales representatives with the idea that if your sales team becomes more effective and improves results, the company benefits. Our custom sales program improves the individual and more importantly, provides the client company with a customized sales process and improvement program that can be implemented by the sales management team to new sales reps that may join the company. In other words, a repeatable, customized results oriented sales process.

Assessment Process:

Determine your End In Mind. Your Definition of Success regarding sales training.

First and foremost, our clients want a sales improvement development program that is in alignment with their company, their culture, their products, their marketing, and their operations. Are all of these components of your business in alignment? Our clients do not want a readymade “pre-boxed solution” from a sales training franchise or the latest fad. We don’t have a readymade solution to plug into solving a problem that may or may not exist. Your sales team may not be your problem. Our clients want a sales improvement program that solves their problems. Our clients want their sales team skills to improve and more importantly, they want their sales to increase and increase profitably.

Investigate:

The sales training needs to be integrated and in alignment with:

• Vision / Mission / Why
• Culture
• Strategies
• Objectives
• Does the company have a sustainable competitive advantage and how is this being leveraged?
• Customer Segmentation – who are your customers and why do they buy from you?
• ACTION: SWOT ANALYSIS – PROBLEMS / OPPORTUNITIES

Sales department information:

• Do you have the right sales team to implement the strategies of today?
• Do you have the right sales team to accomplish the objectives and leverage your competitive advantages?
• Does the sales and marketing team leverage the company’s competitive advantages?
• Can the sales team articulate your competitive advantages (differentiators)?
• ACTION: DISC / MOTIVATORS / SALES IQ ANALYSIS / SALES CALLS

Analyze the Data with the team:

• What is actionable?
• Are there any major issues that we need to address?

Respond with customized focused sales training plan:

• Training for the entire sales team
  • Mix groups according to DISC – have as many of each per group.
• Overall sales plan
• Regional sales plan
• Territory sales plan
• Planning components:
  • Objectives
  • Strategies
  • Tactics
  • Implementation
• Customer Segmentation / customer profile:
• Who are your customers?
• What are your customer types?
  • What do they do with your product/service?</li
• Customize the approach – focus on the right target customers.
• Strategies for:
  • New Business Development (New accounts)
  • New Business Development (Expand spend / market share with additional products/services to current accounts)
  • Retainage customers (defined as new accounts opened in the past 12 months)
  • Current Core Growth accounts
  • Current Core Stable accounts

Execute:

• Train Sales Management team on implementation
• Metrics – objectives by:
  • New Business Development (New accounts)
  • New Business Development (Expand spend / market share with additional products/services to current accounts)
  • Retainage customers (defined as new accounts opened in the past 12 months)
  • Current Core Growth accounts
  • Current Core Stable accounts
• 1st year:
  • Quarterly review with sales team
  • Assess training effectiveness
  • Continuous improvement

This course begins with the participant (we don’t have attendee’s) taking a DISC assessment profile. Sales is the embodiment of interpersonal relationships. So the professional sales representative must first “understand themselves before they can understand how to effectively relate to others.” The DISC assessment and training accomplishes this. The Comprehensive sales training course then follows the selling / buying process. From planning to prospecting. To qualifying, probing, and discovery. To effective dialog confirming problems / opportunities. Followed by how to have effective presentations. Handling objectives, resolving then finally closing the sale. See complete course agenda:

SECTION 1: UNDERSTANDING YOURSELF AND HOW YOU RELATE TO OTHERS – DISC TRAINING

MODULE 1: DISC TRAINING – Understanding Yourself and Others – starts with YOU.

• Building and Maintaining rapport throughout the selling cycle

SECTION 2: SELLING SKILLS TECHNIQUES TRAINING

MODULE 2: PROSPECTING AND NEW BUSINESS DEVELOPMENT

• POWER STATEMENT
• Using LinkedIn / Voice Mail / Email / Phone calling

MODULE 3: DECISION MAKING

• Recognizing degrees of Buying and Not buying during a conversation
• Improving concentration and listening ability

MODULE 4: CONVERSATIONAL CONNECTION

• Starting a productive meeting
• Demonstrating rational empathy
• Being more flexible when relating to people

MODULE 5: QUALIFYING

• Sizing up the situation
• Uncovering business potential

MODULE 6: Investigate IN-DEPTH PROBING

• Exploring problems and opportunities in detail
• Asking the right questions

MODULE 7: ALIGNING

• Helping a buyer to hear your message
• Doing business in terms that a buyer can best accept

MODULE 8: Advancing RAISING

• Demonstrating conversational leadership
• Increasing interest and acceptance levels

MODULE 9: ANSWERING OBJECTIONS

• Facing up to resistance
• Solving problems with logic and empathy
• Objectifying problems

MODULE 10: CLOSING

• Recognizing when to close
• Knowing how to close with conviction
• Managing stalls and indecision

MODULE 11: EXECUTE

• Implement your plan

SECTION 3: APPLICATION

MODULE 12: STRUCTURING THE SALES CALL…YOU ARE IN THE DOOR.

• Preparing for the face to face sales call.
• Next steps – now that you have a face to face meeting set up with your prospect – now it is time to prepare for the next steps….

SECTION 4: APPLICATION TOOLS FOR IMPROVEMENT:

MODULE 13: WRITING YOUR BUSINESS PLAN

MODULE 14: NEGOTIATION SKILLS

• Sales and negotiating are one in the same
• Negotiation skills are critical to closing profitable sales
• Insights workshop – tying in your sales skills with your negotiation skills

MODULE 15: COMPETITIVE INTELLIGENCE

• Know thy competitors

SECTION 5: ADDITIONAL RESOURCES

• Question Based Consultative Selling System

BUNDLE 1:

• UNDERSTANDING YOURSELF AND HOW YOU RELATE TO OTHERS – DISC TRAINING
• DISC TRAINING – Understanding Yourself and Others – starts with YOU.
  • Building and Maintaining rapport throughout the selling cycle

BUNDLE 2:

• SELLING SKILLS TECHNIQUES TRAINING
• PROSPECTING AND NEW BUSINESS DEVELOPMENT
  • POWER STATEMENT
  • Using LinkedIn / Voice Mail / Email / Phone calling

BUNDLE 3:

• DECISION MAKING
• CONVERSATIONAL CONNECTION
• QUALIFYING
• Investigate IN-DEPTH PROBING
• ALIGNING
• Advancing RAISING

BUNDLE 4:

• ANSWERING OBJECTIONS
• CLOSING
• EXECUTE

BUNDLE 5:

• STRUCTURING THE SALES CALL…YOU ARE IN THE DOOR.
  • Preparing for the face to face sales call.
  • Next STEPS – now that you have a face to face meeting set up with your prospect – now it is time to prepare for the next MODULEs….

BUNDLE 6:

• APPLICATION TOOLS FOR IMPROVEMENT:
• WRITING YOUR BUSINESS PLAN
• NEGOTIATION SKILLS
  • Sales and negotiating are one in the same
  • Negotiation skills are critical to closing profitable sales
  • Insights workshop – tying in your sales skills with your negotiation skills
• COMPETITIVE INTELLIGENCE
  • Know thy competitors

Building and Maintaining Rapport throughout the Selling Cycle.

There are five definable stages to most every buying cycle. Successfully guiding prospects through each phase will lead to positive outcomes for both of you.

1. Connecting: Understanding DISC styles will have an impact on the impression you make in the first few minutes of a meeting.
2. Assessing/Exploring Needs & Wants: The purpose of Exploring is to get an accurate picture of the customer’s needs and what it will take to provide an effective solution.
3. Solving the buyer’s problem/Educating & Collaborating: During this phase, you and your prospect collaborate to find a solution that meets the prospect’s needs.
4. Confirming the Sale: Gaining commitment flows naturally out of the Exploring and Collaborating stages for the DISC salesperson.
5. Assuring Satisfaction: A great weakness of most salespeople is the way the handle the Assuring phase of the sales process. Most salespeople stop with getting the sales commitment; they disappear from the customer’s life, leaving service, installation, training and follow-up to others.