Now for about the same price as a round of pizza and beer, you can bring real selling skills to your team!
Topics Covered by The Sales Leadership Subscriptioon
Planned not Canned
The things every salesperson needs to think about before they say it. Who am I? Why am I here? What makes my company unique? Why should you spend 15 minutes talking to me?
The Art and Science of the Question
Every salesperson needs to know what information they are looking for before they ask the question. What kind of personal information helps me build a better relationship? What kind of business information will help my company grow its business?
Taking the Chill out of a Cold Call
Tips to getting in front of the right person for the first time. Many experienced salespeople absolutely dread the first time call. This opens the door for what to expect and how to professionally handle some of the common problems.
Your Price is too High!
If you haven't heard this comment, you probabaly haven't been on many sales calls. There is a right and wrong way to handle this simple customer phrase. We handle the issue and talk about setting the stage for discussion of our real value.
The Right Guy
Getting to the right person is a critical key to success. And, very often customers provide misleading information which causes salespeople to "spin their wheels". We provide some sure fired ways to quickly build traction.
The Multi-Call Strategy
The most successful sales organizations have carefully benchmarked their call strategy. Unfortunately, many salespeople view a call as an “event”. In our business no call is a stand alone event. In this session we talk about setting a strategy for the long term.
The Customer Goes Away
To grow our business, we need to retain customers. But, sometimes things happen. People change jobs, issues create tension and sometimes customers quit buying. There needs to be a plan for pulling these people back into the fold. This session pushes the envelope on finding out what happened and getting the customer back.
Maximize your Territory
The grass is always greener on the other side of the fence but with fuel costs and travel time skyrocketing, we need to build up the business closest at hand. This issues covers tips and trick for growing the business closest to home base.
Knowing exactly who provides the best opportunity for growth is important in allocating time as a salesperson. We talk about how to determine who might be the best prospect for a new customer.
When you understand exactly how you can impact your customer’s bottom line selling goes from being a job to an evangelistic mission. In this issue we will look at how your service affects the customer’s pocketbook.
Asking for Referrals
Salespeople who know lots of people can minimize their efforts and maximize their sales by asking existing customers “Who else would benefit from what I do?” Most folks are afraid to ask. Those who do ask often ask improperly. We explore the how’s and why’s of this important topic.
Salespeople work with a number of different types of clients. Some of whom call weekly, some who call once or twice a year. Here we talk about simple ways of maintaining a relationship with the customer whose use is infrequent.
Read a short explanation of Planned not Canned
See a sample of the work sheets provided with Planned not Canned