The webinar agendas:
Session One: Building the foundation.
We teach the fundamental concepts and paradigms on which the selling system is built, and make an assignment designed to change mind-sets and begin to think like a Top Gun.
Session Two: Invest your sales time to gain the greatest return.
We introduce the concept of high potential, show them exactly how to rate each account on its potential, and then help them to begin to organize their sales time to spend more time with the highest potential accounts. The assignment is to reorganize their time and territory plans, focusing on the high potential.
Session Three: Expanding the quantity and quality of your relationships.
We show them how many of their current ideas about their relationships are really detrimental to their success. Then we encourage them to add to the quantity and quality of their relationships, and provide them with unique tools to assess both. Their assignment is to improve both the quantity and quality of their relationships.
Session Four: Uncovering opportunities in depth and detail.
This is the keystone selling skill, upon which the entire sales process is based. Making use of concepts and tactics presented in Dave’s book, Question Your Way to Sales Success, we present eye-opening new ways to look at and execute this most important selling competency. The assignment is to begin to use these new-found ideas to impact your sales results.
Session Five: Persuasive sales presentations
Take the initiative and offer opportunities for the customers to do more business with you. That’s the idea transmitted in this session, with principles and practices to support it. Sales people are given the assignment to make a certain number of bigger offers, after having been taught exactly how to do it.
Session Six: Closing
To gain an agreement with the customer (close the sale) is the ultimate purpose of every sales call. We provide some unique ways to think about this, and a set of tools so that everyone can improve in this fundamental skill. Their assignment is to practice and document their new understanding.
Session Seven: Acquiring new customers
We educate them in the process of acquiring new customers, teach the three most important aspects of a first call on a new person, show them exactly how to prepare for it, and then assign them the task of completing this preparation, and making a number of first calls.
|As in the live seminars, they’ll learn:
- How to master the ultimate time management practice, and make much better use of their selling time.
- How to focus on the ultimate result of their efforts.
- How to collect the two most important pieces of information about their accounts.
- How to prioritize & target their accounts to maximize their selling time.
- How to strategically improve their business relationships.
- How to master the art of asking questions.
- How to create more and larger opportunities.
- How to present bigger deals.
- How to methodically create new customers.