MORE THAN JUST BUSINESS

Sales Training
With Real Solutions

Sales development is a process, not an event. Sales training is never complete. Customers change, competitors change, technologies change, demographics change – so how can we continue to sell the same old way and still succeed?

Custom Sales Training

A results-oriented sales process that is tailored to your company's culture, products, marketing, and operations.

Comprehensive Sales Training

An all-inclusive sales training package.

Focused Sales Training

Only pay for what you need. Choose the training modules that your team needs most.

DISC Sales Training

Learn to maintain rapport throughout the selling cycle by first understanding yourself.

Custom Sales Training

Determine your End In Mind. Your Definition of Success regarding sales training. What is your expected ROI?

Clients that look to Top Sales Success are not seeking a readymade “pre-boxed solution” from a sales training franchise or the latest fad.

Outcomes TSS clients expect:

  • A customized sales improvement development program that is in alignment with your company: culture, products, marketing, and operations.
  • A competitive advantage.
  • Profitable sales increases.
  • Market share increases.
  • Sustainable sales growth.
  • A well trained professional sales team resulting in improved effectiveness.
  • An easy to implement sales process that can be executed by the sales management team.
Custom Sales Training
CUSTOM SALES TRAINING COURSE AGENDA

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
Comprehensive Sales Training

Comprehensive Sales Training

To effectively and profitably represent, sell and promote a company, its products or services requires professionally trained sales practitioners.

What is this program designed to accomplish?

  • First – what is taken for granted is the knowledge part of selling. This is assumed in this training program. Training will enable you to work smarter and more strategically as selling is a game of strategy.
  • Second – it is not what we know that makes us able to succeed – it is how we relate that knowledge to people…knowing when to use your knowledge and be “in alignment” with the customer in the buying process. Sales training is designed to improve your sales knowledge and your use of your knowledge in an intelligent and respectful manner.
  • Selling strategies / consultative selling is a natural way of selling that will develop higher levels of confidence, trust and commitment.
  • A sales improvement training program that benefits the individual sales representatives with the idea that if their sales team becomes more effective and improves results, the company benefits.

Outcomes TSS clients expect:

  • Professionally trained, results oriented sales practitioners to effectively and profitably sell and promote your company, its products and or services.
  • A solid foundation of sales techniques for your sales team.
  • Sustainable sales growth.
  • Profitable sales increases.
  • Market share increases.
COMPREHENSIVE SALES TRAINING COURSE AGENDA

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

Focused Sales Training

Our process is not a solution looking for a problem.

I am sure we have all heard the Abraham Maslow quote: As Abraham Maslow said in 1966, “I suppose it is tempting, if the only tool you have is a hammer, to treat everything as if it were a nail.” That is not our approach.

The best way to sound like everybody else is to start your sales process by talking about your solutions. Like Doctors, we have to Investigate (Diagnose) before we prescribe. The TSS focused training enables our clients to pay for the areas that your team really needs to improve sales effectiveness. We start with our client’s self-assessment. TSS then follows up with a Sales IQ assessment to confirm and detail the specific needs of the team and the individuals.

Outcomes TSS clients expect:

  • A through assessment of your sales teams strengths and areas that need development providing a roadmap for focused sales training and improvement – no wasted time and money spent on areas of the team’s strengths.
  • A results oriented, well trained professional sales team.
  • Sustainable sales growth.
  • Profitable sales increases.
  • Market share increases.
Focused Sales Training
FOCUSED SALES TRAINING BUNDLES
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
https://topsalessuccess.com/wp-content/uploads/2020/03/disc-training.jpg

DISC Sales Training

Building and Maintaining Rapport throughout the Selling Cycle.

Outcomes TSS clients expect:

  • A highly professional sales team that will be able to build rapport faster with the ability to align with the customer’s personality type resulting in sales improvement.
  • A sales team that will treat customers in the manner that they want to be treated resulting in increased sales effectiveness.
  • A results oriented, well trained professional sales team with a competitive edge over your competitors.
  • Sustainable sales growth.
  • Profitable sales increases.
  • Market share increases.
DISC SALES TRAINING

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.
MORE THAN JUST BUSINESS

Great Clients Awesome Reviews

I have had the good fortune to work with Tony both as a vendor and reporting to him as a Regional Sales Manager in my career.  Tony is a tough but fair negotiator looking for the Win – Win in putting a deal together.  As a leader, he creates the atmosphere for the team to succeed. Continuously teaching, looking for solutions, and challenging his team to exceed expectations.  As he states, TSS is not a solution looking for a problem – his process of: Investigate – Analyze – Respond – Execute – is an intuitive process that allows you to keep an open mind during the process focusing on uncovering the right solution to the problem. I proudly recommend utilizing Tony’s new venture, Top Sales Success to develop your sales team and to increase your sales.

Brian M. CDT

Area Sales Manager

Tony has made a major impact in my career.  He hired me as a Territory Sales Manager and through his guidance and mentoring, I was promoted to Regional Sales Manager managing a multi-million-dollar region.  Tony is a DISC Certified Practitioner.  He suggested for my personal development, to take the DISC profile assessment so that I can better understand how I see the world. My goodness, the assessment hit me right on the head.  The DISC assessment behavioral style identified me as a “Planner”: “Planners blend well with most others, are considerate, helpful and patient. Will build a solid relationship with a limited number of associates. Does not like “fire drills.” Will be good at contributing to projects and activities.”  The assessment has helped me in understanding how to more effectively work with others with different behavioral styles.  How to effectively lead a sales team and interact with key customers.  Tony reviewed the 50-page schematic of “how I am wired” so that I can implement the Platinum rule: “Treating others the way THEY want to be treated.”  I highly recommend Tony’s Top Sales Success Group to any company that wants to take the next step in their development.

Brian S.

Regional Sales Manager

I have had the pleasure of knowing Tony for over 20 years as both a mentor and a dear friend.  As an entrepreneur, I like to go it alone to work through problems and find solutions.  When I met Tony and got to know and trust him, I began to rely on him as a sounding board, seeking advice and insights.  His process-oriented approach to solving problems both big and small has helped me build a substantial Insurance and investment company.  Tony is a person of integrity and has vast experience and knowledge of sales and strategic planning.  I highly recommend Tony’s Top Sales Success Group to any organization that is looking for easy to implement, custom solutions to problems resulting in increased sales and profits.

Steve W.

President at Beacon Associates

CONTACT US WITH EASEGet in touch

Give us a call, send us an email or fill out the form and we will be in touch with you soon!
Address
P.O. Box 442
Willoughby, OH 44096
Phone
440-497-0335
tony@topsalessuccess.com
https://topsalessuccess.com/wp-content/uploads/2020/02/top-sales-success-logo-footer2.png

We deliver custom-designed programs tailored specifically to the culture, products, marketing, and operations for the company of each and every client.

GET IN TOUCHConnect with TSS
TOP SALES SUCCESSCheck Out Our Services
AVANTAGEHeadquarters
Organically grow the holistic world view of disruptive innovation via empowerment.
OUR LOCATIONSWhere to find us?
https://topsalessuccess.com/wp-content/uploads/2019/04/img-footer-map.png
GET IN TOUCHAvantage Social links
Taking seamless key performance indicators offline to maximise the long tail.

© 2020 Top Sales Success. Powered by Torva Local.

© 2020 Copyright by Top Sales Success. All rights reserved.