Auto Sales: 

We gathered some great information from the car sales industry and compiled it for any Retail Dealership.  We understand that Retail Dealerships that are allowed to sell to the public require certain things from a sales perspective that Wholesale Dealerships don't. We cater to the car salesperson with a basic understanding that certain skills need to be utilized in order to be successful.

The Modules we have chosen for this package are:

• Effective Listening
• Question Plans
• The Art of Influence
• Handling Resistance
• Knowing the Customer
• Personal Branding
• Sales Tips

Each of the modules have been written specifically with the auto industry in mind. Combined there are over 100 different selling techniques that can increase effectiveness and customer satisfaction.

We breakdown the stages of a customer interaction by uncovering how certain key behaviors need to be utilized in order to increase sales.  We give specific examples on how to:

• Make a great first impression
• Identify hidden issues
• Build a "Trust Language"
• Overcome pricing objections
• Get referral business

With our Sales Tips module, we give a "laundry list" of things you can do to increase consumer confidence.  For example, many customers come to your dealership because of the reputation or word of mouth of the dealership more than any one sales person.  Use the name of your dealership early and in conversation about maintenance.   By using a "We can" mentality rather than "I can". You're letting them know that there is more than just you working for them, in turn; they are more likely to feel security. 

We have gathered information from Fleet Managers and Department Managers from all corners of the market to give you the best Auto Sales Training Program available.

This package comes with:

• 7 Industry Tested Modules
• Trainer Manual
• Follow Along Handouts
• Self Coaching Forms
• Sales Coaching Program
• Reference Material

Selling cars takes more than a good handshake, eye contact and decent warranty.  This package delivers to an industry where "feast or famine" is the difference between the skill sets you need to be successful and waiting for your next "up".

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

Free Sales Training Offer

Knowing the Customer

Listening, watching and analyzing the person your engaged in conversation with can give you the ability to effectively communicate.  We have dug as far back as early as 340 B.C. to find that man has been trying to figure out how to identify certain types of people and the best ways to achieve effective communication.

Here we study the idea of a “Personality Quadrant” and how certain dominate personalities are identified. Then we discuss how those personalities prefer to communicate.

We start with an 18 question Personal Behavoir Checklist.  This helps identify your own personality style. Then as you go through our presentation you begin to see how you want to be communicated to as well as how others with personality styles prefer.

Then we teach you how to track certain behaviors in your presentations to improve your performance.  Our Coaching Form is included to help you do this.

 
This module gives you an advantage not just in sales but throughout all aspects of life where building relationships is key.

Included inside the FREE offer is:

• Fully narrated 45 minute PowerPoint presentation
• Personal Behavior Checklist*
• Self Coaching Form
• Personality Reference Cards

From what you hear to what you shouldn’t say, this module teaches better communication for every phase of life.  We teach you how to track new things you learn as you try them out.

*Our Personal Behavior Checklist simply asks you a series self perspective questions that when answered honestly, reveal your dominate personality that you portray both socially and professionally.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

Body Language:

So we have gone through what we say, what we hear, and what we ask. Now we come to what we see. Although phone sales void the ability to truly see and mirror body language, we do discuss how customers can read your body language over the phone. We teach you how to emulate eye contact while over the phone to create a sense of favorable body language. Included with that, we talk about the focus needed over the phone to imitate the behaviors of being face to face with a customer.

 For those of you that offer a more face to face relationship style sales presentation, this module is ideal for you. Inside this module we discuss the necessary mannerisms you need to portray in order to present a positive image. We concentrate on the areas that best display a customer’s responses. These areas include:

• Eye contact
• Facial expressions
• Hand movement
• Body alignment
• Shifts in posture

Although reading body language is not an exact science, it’s important to understand some of the most common interpretations and how to react to them. Success in sales depends on understanding human behavior, that which is spoken and unspoken. It’s a matter of knowing in which stage of the process your customer is. Are they deciding, judging, or thinking while they are listening? We teach you how to read them and check-in to confirm your interpretation.

Likewise, we show you how to best present yourself in a face to face sales presentation to better give your customer a “comfort zone” in which to conduct business. We discuss that in order to display a positive image; you need to know how to sell your image from the initial hand shake to how to address multiple customers that you are presenting. We also provide a list of mannerisms that you need to avoid such as hand placement and movements that customers can construe as negative impressions.

 We also delve into the area of how to deduce when deception is present in a conversation though movement and action. We offer certain signs that you may observe during your presentation that are telltale signs that someone may be lying to you. For example:

• Eye contact is avoided
• The placement of objects between you and them
• Stiff or little movement
• Limited facial expression

This Module teaches you how to identify the possibilities.  If you have a desire to learn how to "read" your customer this module is for you.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

Features And Benefits:

This module explains how to sell what you sell. The ability to feature and benefit your product or service to customers is key.  In order to offer the correct type of feature to a customer, you first have to determine a need.

For example, let’s say you sell appliances. A customer that has come into your store is interested in purchasing a new dryer. You are going to probe the customer about their laundry habits (Question Plan Module) and you have determined which line or models will best fit their needs. They will in turn ask you about the differences between two or more of the dryers you have pointed out. This is where the feature selling comes in to play.

You need to personalize the feature so your customer can see themselves with this product. This is best done with what is considered a “linking phrase”. The linking phrase is the connection between the feature of the product and the benefit to the customer. We teach several different linking phrases that all have one thing in common, the word “you”.

The purpose of feature and benefiting is more than just describing your product and how it can help; it is to allow your customer to find value. A product or service that can make their lives easier and is affordable isn’t always enough.

As a sales person you need to explain the value of the purchase through benefit statements and allow the customer to see themselves with the product.

The benefit is what sells the product. The feature simply tells the customer about the product. Without linking the customer through to the benefit of owning what you’re selling, you are just “feature dumping”. This is something we discuss in our module and how it can be detrimental in sales.

Without following the process of description, linking, and personalizing, you have not allowed the customer to find value. Without value, you are left to sell a product that may not meet a need. And that can leave you with a lot of unsatisfied customers.

This module is full of various linking phrases as well as how and how not to feature and benefit your customers in order to better serve your customers.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

]]> sales@thisisselling.com International Strategic Sales, LLC. http://thisisselling.com/shop/index.php?main_page=product_info&products_id=10 Thu, 29 Jan 2009 08:55:28 -0500 49.99 USD 10 0.5 1000 http://thisisselling.com/shop/images/f%26B.JPG http://thisisselling.com/shop/index.php?main_page=product_info&products_id=7 http://thisisselling.com/shop/index.php?main_page=product_reviews&products_id=7

Effective Listening:

The effort you extend to really listen to someone has a major impact on your performance as a sales person, and also in the relationships you have with others. However, it’s not enough to just listen attentively; we teach that you need to show your customer that you are listening.
 
Our listening exercises focus on the words spoken as well as the words that are unspoken. We instruct our listeners to analyze the information and repeat key comments to show the customer that they are being heard. We start with being prepared to listen and identify the things that a listener should and should not do in order to be successful.
 
We concentrate on listening for the right things in a sales presentation:
 
•         Your customer’s needs
•         Any Buying Signals that appear
•         A customer’s tone of voice or inflection
•         An opportunity to identify the type of person your talking to
•         Reference clues that identify opinions or feelings
 
Combined, these five listening points paint a picture and provide you opportunities to position yourself for more sales.
 
Multitasking is something that often has to be done in order to be successful. However, it can also be the enemy of listening effectively. We address this by offering solutions to avoid distractions that prevent you from listening. Then we discuss how to still manage to get other things done while you’re listening.

Asking For The Sale:

Now it's time to stop talking and start closing. With this Sales Training Module we go into great detail regarding different closing styles. We also discuss the advantages and disadvantages of each closing style.Our program teaches that if you have taken all the right steps, you have the knowledge, and the wherewithal to confidently ask for the customers business. We encourage practice and more practice to use the closing styles that we teach.

The type of sales your in determines just how, when and who to ask for the business. We cover many different scenarios in this Sales Training Module.

So far, you hopefully have:
• Built rapport
• Identified a need or perhaps more than one
• Featured and benefited your product or service
• Asked all the right questions
• Met and handled some resistance

Whether you’re more comfortable with a Direct/Request Close like: “Do you have any more questions or are you ready to take the next step?” or you prefer to offer your customers a simple Assumptive Close such as: “I’ll go ahead and put this order through. Here is what you can expect…” Practice, practice, practice is where success lies.

Inside this program you will find nearly a dozen different ways to ask for a customer’s business.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

Listening Skill Set Package: 

This Module Package focuses on identifying needs, personalities and teaches you how to ask the right questions and how to interpret the answers.  We also get into detail about how to identify "The Signs" that your customer is ready to buy.

The Sales Training Modules included with this are:

• Effective Listening
• Question Plans
• Buying Signals
• Identifying Needs
• Knowing the Customer

Included with this package is:

• The 5 customized Modules
• Trainer Manual
• Follow Along Handouts
• Self Coaching Forms
• Sales Coaching Program
• Reference Material
• 25 Question exam
• Certificate of Completion

]]> sales@thisisselling.com International Strategic Sales, LLC. http://thisisselling.com/shop/index.php?main_page=product_info&products_id=24 Thu, 29 Jan 2009 02:25:17 -0500 399.99 USD 24 2 International Strategic Sales 1000 http://thisisselling.com/shop/images/products/FASTREPS.JPG http://thisisselling.com/shop/index.php?main_page=product_info&products_id=22 http://thisisselling.com/shop/index.php?main_page=product_reviews&products_id=22

Insurance Set:

With this package you will come away with over 100 different ways to discuss, educate, and sell insurance.  
 
We cover how to:
• Better coverage discussions
• "Set the Stage" with examples
• Find Value in your quote
• Switch gears in options
• Recommend  options
• Rediscover empathy
• Find new business

Business To Business (B2B) Skill Set:

Here we discuss how to talk to customers that have customers. How to present to CEO’s and set your product, your service, and yourself apart.

If you want your prospects to respond, you have to give them a convincing reason to do so. Keep the phrase "what's in it for me?" in mind as you're writing your ad's call to action. It's what your prospects are thinking as they decide whether or not they will take the time or effort to respond. It will have a noticeable effect on B2B sales leads generation.

Think about the last important or reluctant purchase that you made. Prior to making the decision to buy, the chances are that you found the process a little stressful, you may even have been reluctant to make a decision or unsure that you were making the right choice. Now remember how you felt after making your decision. As long as it was a good one, you would have felt happier, relieved and in some cases motivated by your new position on the other side of the line.

The Complete Package:

All of our comprehensive modules and training materials integrated into 4 separate skill sets. Here you get over a thousand different sales ideas from all 20 modules.  Every piece of Slae Information we have available is in here. This gives you hours of education to pick through and develop your own Sales Training Program. This is the "Do-It-Yourself" version of Corporate Sales Training. With our material you can train every level of sales.

Along with all 4 skill sets you get:

• Sales Coaching Model
• Trainer Manuals
• Handout Packets
• Reference Materials
• Certificate of Completion

Retail Sales Set:

We focus on being customer oriented and how to sell product. Ideal for the in-house face to face salesperson. In addition to selling, most retail salespersons—especially those who work in department and apparel stores—make out sales checks; receive cash, checks, debit, and charge payments; bag or package purchases; and give change and receipts.

Depending on the hours they work, retail salespersons may have to open or close cash registers. This work may include counting the money in the register; separating charge slips, coupons, and exchange vouchers; and making deposits at the cash office. Salespersons often are held responsible for the contents of their registers, and repeated shortages are cause for dismissal in many organizations.

We teach how to be flexible, adaptable and ready for anything. With this package you'll recieve:

• 7 Industry Tested Modules
• Trainer Manual
• Follow Along Handouts
• Self Coaching Forms
• Sales Coaching Program
• Reference Material

Employers look for people who enjoy working with others and who have the tact and patience to deal with difficult customers. Among other desirable characteristics are an interest in sales work, a neat appearance, and the ability to communicate clearly and effectively. The ability to speak more than one language may be helpful for employment in communities where people from various cultures live and shop. Before hiring a salesperson, some employers may conduct a background check, especially for a job selling high-priced items. We can get you ready for anything in reatail sales.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

Speaking Skill Set Package:

This Sales Training Module Package centers on resistance, how you ask questions and ask for the sale. Here you will learn that in fact:  "What you say, and how you say it.", does make a difference. The success of a sales person relies on being able to say the right thing at the right time. Whether it's a question, a remark or a suggestion, its about timing.

We are going to teach you all about:

• Feature & Benefit
• Resistance
• Asking For the Sale
• Principles of Influence
• Relationship Selling

 Included with the Four Part Skill Set Program are the tools to gauge understanding and implement the material covered. Along with access to your own ThisIsSelling online Bulletin Board, you’ll also receive The exams, the Self Coaching Module, Coaching sheets, and Certificate of Completion.

You will also get:

• 5 customized Modules
• Trainer Manual
• Follow Along Handouts
• Self Coaching Forms
• Sales Coaching Program
• Reference Material

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

Phone Skill Set:

Studies phone presence. The ideal starting place for newer associates.  If you are new to phone sales or you are responsible for training new sales people to phone sales, you need this Sales Training Module Package.

This package contains:

• Personal Branding
• Cold Calling
• Getting Referrals
• Planting the S.E.E.D

Personal Skill Set:

This Sales Training Module Package spotlights the skill sets that allow you to do your job efficiently.  By managing time, stress and constently striving for self improvement, you can overcome a great many of the day to day challenges taht you have as a sales person and be able to more effectively concentrate on you sales. 

The modules we conver in this package are:  

• Time Management
• Body Language
• Self Coaching
• Sales Tips
• Stress Management

This Module Package includes:

• The 5 customized Modules

• Trainer ManualFollow Along Handouts

• Self Coaching Forms

• Sales Coaching Program

• Reference Material

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

]]> sales@thisisselling.com International Strategic Sales, LLC. http://thisisselling.com/shop/index.php?main_page=product_info&products_id=30 Thu, 29 Jan 2009 01:51:04 -0500 249.99 USD 30 2 International Strategic Sales 1000 http://thisisselling.com/shop/images/Personal%20Skill%20Package.JPG http://thisisselling.com/shop/index.php?main_page=product_info&products_id=19 http://thisisselling.com/shop/index.php?main_page=product_reviews&products_id=19

Time Management:

“If only there were enough hours in the day.” Sound familiar? We all have enough to do and we inevitably find ourselves needing more time to get some things done. Forgetting to do things when they need to be done causes much unnecessary stress in our lives. Not being able to get important things done because we have spent all of our time doing more trivial things, can be just as stressful.  However, the worst offense of not managing your time is procrastination. How often do you put things off just because the “want” or desire to do them is absent?

This module in our program explains how to avoid these pitfalls in accomplishing tasks. It also gives you insight with our step by step solutions to getting the most accomplished with the time you have. We have a simple three step process that delves into organizing, timing, and effort. These are three key components of Time Management.

We have made this module interactive by listing your responsibilities, prioritizing, and scheduling. We help you construct a valuable tool that can save you from the stresses of not getting things done. We teach that by having a “Personal Stopwatch” you have the ability control time.

Finding the relevancy in the things you have to do is also key.  This module gives you the know-how to structure organizational skills. Preventing deadlines to sneak up on you requires awareness, preparation and motivation.

Redundant tasks have a place in all our lives also. Generally they have a certain block of time associated with them. We show you how to prepare your day around those everyday tasks and commit yourself to accomplishing more around the repetitive and often interrupting daily responsibilities.

None of this matters if the inspiration to accomplish is not present. Our module helps you identify your personal motivation to get things done. We offer several ideas into finding the drive to achieve. Sources of motivation vary from person to person, we recognize this and we address it by first identifying why things are left undone. We teach that you have to give up or set aside the virtues in order to get to the vices.

In business, the “80/20 Rule” is repeated again and again. It’s the principle theory that 80% of the results come from only 20% of the causes, or the time you spend getting results. We focus on the other 80% of your time.  This module is the perfect compliment to the sales training program. Timing is everything in business, we show you how to use it and not lose it.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

]]>

The Art of Influence:

The ability to influence or persuade a potential consumer is the quintessential element of being a sales person.  Without it, you’re likely to stand around and have a conversation with someone about a product or service and get nowhere in your efforts to sell them.  This module dives into how to be persuasive without being aggressive.

We discuss the work of Dr. Robert Cialdini, author, social psychologist, and world renowned speaker. Him along with several other Influential’s have dug deep into some key elements of being persuasive. The content covers dozens of practical ways to utilize certain interpersonal skills to provide a more favorable selling experience.

With this module you will learn:
• How to effectively communicate
• Best influencing practices
• Things to avoid
• Building trust

The ability to communicate with a persuasive tone can be used as a deception and we do not recommend anyone use this material for anything other than for the use it is intended. Controlling a conversation by influencing someone can be a very slippery slope. Once you head down that path. It’s hard to come back.

This Sales Training Module provides you with the examples and the knowledge of how to correctly and effectively influence people by simply using certain key ideas within your presentation. 

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

]]> sales@thisisselling.com International Strategic Sales, LLC. http://thisisselling.com/shop/index.php?main_page=product_info&products_id=25 Thu, 29 Jan 2009 00:51:48 -0500 49.99 USD 25 0.5 International Strategic Sales 1000 http://thisisselling.com/shop/images/Influence.JPG http://thisisselling.com/shop/index.php?main_page=product_info&products_id=14 http://thisisselling.com/shop/index.php?main_page=product_reviews&products_id=14

Stress Management:

Is there anything more stressful than having three days left in the month and you need to close two more deals to meet your quota? Or how about that rush you feel after getting a severe tongue lashing from a customer that had nothing better to do than to try and drag you down into their miserable day. If either of these or anything else that causes unwanted stress overpowers your ability to do your job to the best of your ability, you need this module.

 We start out by explaining where anger and stress begins in side us. It’s important to know what happens inside each of us that cause us to begin to feel the onset of stress. We then uncover some of the most common stressors to get to the issues that cause us to feel the onset of anger. We identify the main styles of anger and how each is defined.

They are: 

• Aggressive Anger- one of the more destructive interpersonal styles. Displays behavior that lashes out towards stressor.

• Passive Anger- introverted anger. Displays behavior that is self inflicted and internally struggles with conflict.

• Passive/Aggressive- a verbal expressed anger. Displays behavior that is sarcastic and lashes out in all directions.

• Assertive Anger- controlled anger. Uses anger to take care of ones self interpersonally.

 We breakdown each and discuss how to identify the anger style that you have. We then uncover ways that your thought process can overtake your emotions and trigger your anger style. These thought patterns require control. We discuss the best ways to control stress by doing things like:

• Breathing Techniques

• Changing Dietary Habits

• Exercise Programs

• Rerouting Emotions

• Escape Plans

The true purpose of this module was to allow sales people to avoid burnout. The one thing about our role in business can be the monotony of constantly striving to achieve sales. Burnout is one of the most common things that cause sales people to underachieve. Whether your sales process is scripted or you have to leave behind family for weeks at a time in order to cover a territory, over time burn out can occur.

We discuss tips on avoiding burnout and how to handle the day to day. This module is essential to controlling your stress in a sales environment.  We offer a burnout checklist to identify if you’re near that breaking point, and how to take a step back and become motivated all over again.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

Negotiating Skills:

The purpose of negotiation is to reach a fair and reasonable compromise. Good negotiating builds confidence and it is the cornerstone of how we have a sense of authority in representing our company.

In this module we teach you how to:

• Let a customer “feel” control
• Be a customer outside of work
• Create a uniqueness about your product or service
• Be patient
• Aim little and shoot big

Good negotiating skills are key when you are faced with a potential client that has their mind set on any facet of their purchase.  This module gives you the tools you need to be prepared for those times.

We discuss how to stay firm but be fair when it comes to situations where:

• Product options may be a concern
• The value of a trade is assessed
• Demands are not reasonable
• Fear is a dominate factor

These skills are not always in need. We instruct that desperate times call for desperate measures, and trying to get the most out of a customer is not always the best idea.
This module is loaded with the information you need to be prepared, organized and capable to “Talk the Talk”. 

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

Sales Tips:

With 18 other modules focusing on specific techniques and practices to improve your sales performance, we ended up with a lot of extra material that didn’t necessarily warrant having its own module. So we have compiled a list of the Top 20+ things that you need to know about selling. We have divided them up into two separate points of origin. One is based on things you should do outside of the other 18 modules, and the other list is from what your customer expects from you. It’s what we call a “To Do’ list and a “Wish List” combined. For example:

Tip #7 Write down your objections

When you’re in a position to offer the same product or service time and time again, you will come across the same type of resistance based on the customer type. When you hear it, write it down. Know the most common objections you hear and how to overcome them with the most effective approach. Writing down objections also gives you the advantage to offering insight to co-workers. It’s not enough to just sell without learning in the process. That’s how you become better.

Tip# 15 Be ethical

There are enough struggles in trying to be successful in sales; this should not be one of them. When you are in a position of opinion, (public or otherwise) such as sales, you need to make sure that certain words are associated with you and how you do business. So that if current customers would refer you to others, there would be no question about trust. Words like straightforward, integrity, honest and the like are imperative to being someone that can be referred to for help. If you cut corners, leave things out, and intentionally mislead someone into a purchase, you run the risk of being labeled as such.

Tip # 19 Keep your customer informed

When a customer has purchased from you in the past, and new product information or a change of lifestyle has become evident, you need to get them in your sights. One of the things that can keep sales at a stagnate and underachieving level is to not follow up with a customer, whether it be on the anniversary of their purchase, or the anniversary of their marriage. We were taught in insurance sales, that the easiest way to lose a customer is to never talk to them. The same can be true in any type of sales actually. Regardless of whether you’re calling them to check in or not, chances are someone is calling on them to offer a better way. Today there is a high demand for quality customer service. Following up to see that your customer is content keeps you in their sights. And that is a Win/win.

These are just a few examples of the over 20 tips that are offered in this module. We have compiled this list to offer more than just how you interact and sell in our other 18 modules. Everything is relevant and with the right implementation the material can increase your performance.

Relationship Selling:

Relationship selling is a disciplined and organized way to produce results. Unlike traditional sales this requires a different way of thinking. Rarely will sales that require building a relationship sell on the first contact, all the better if they do, but its rare.

With this portion of our program we talk about reverse thinking from any traditional sales role. With this type of sales environment you need to build trust, rapport, confidence, and above all an understanding of not just a customer’s needs, but also the customer themselves.

Think of it as being more than the support network for your customers that come back to you when a need for your product or service arises. It’s the feeling that you’re treating a customer as a partner when a need arises. These are voices over the phone that you may never come face to face with, but they are considered friends in some way. Conversations evolve because trust is built, rapport has been established and confidence in you and what you offer has been proven. That is relationship selling.

Empathy is defined as the ability to identify with and understand the feelings or difficulties of others. This is the cornerstone of being successful in relationship selling. We teach how to get a customer to recognize your being empathetic and how to build off of this.  The core belief behind this tool is caring, not just about your customer, but their business. Convey that you are interested in their success as a business and not just another sale for you to write up.

We discuss how to use the right “language” when you’re talking to a prospect and how to build relationships from just a cold call. A sale can come at anytime in a call, however you may only get one opportunity to say or do the wrong thing once. We teach you how to under promise and over deliver.

In financial times like these, the buyer has become more skeptical about purchasing than ever. Customers have become more focused on customer service and demand more than just a good price. The ability to build trust is a fundamental necessity when consumer confidence is low. Every purchase, even small ones, may be thought through quite carefully with some people.

Relationship selling is about gaining loyalty, and keeping it. We discuss how to establish this type of salesmanship. We not only discuss what you need to do, but we also cover the bad habits that are easy to fall into that prevent success.

Question Plans:

In sales we ask questions to identify needs, hidden issues, to get the sale, to over come resistance… The reasons are countless. We teach you not only the types of questions to ask but how to direct a certain type of question based on the type of person your dealing with.
 
There are certain types of questions and each of those types has the ability to be open ended or close end direct questions. Some of the types of questions that sales primarily deal in are:
 
• Stem or Gathering questions- these are generally broad and point a customer in a direction. These allow you to identify needs.
• Clarifying questions- These allow you to confirm issues or check in with your customer.
• Impact questions- These lead your customer to understanding that you have a solution.
• Open ended questions- Questions that do not allow a yes or no reply.
• Close end or Direct questions- Questions directed to the listener that require a yes, no or absolute response.
 
Probing your customers shows your interest in them. As long as you are not inundating them like rapid fire, the information you can get allows you to have selling points when it comes time to get the sale. We teach our modules to allow the inquisitive sides of sales to come out and listen to your customer describe their ideal buying experience.
 
Customers will often unconsciously offer you indications about what they want to talk about. Provided you have the ability to remain on course, they will lead you into a relationship that can be beneficial to you and them. We show you how to let a conversation flow, stay on track, and through questions find out how your customers want to be sold to.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

Personal Branding:

This module is all about you. As a sales person you have the chance to reach more people than most other professions. It’s important to know that your have a certain image that you display to those you come in contact with while you do business. This image is created by not only how you look or act; it’s also what you say or ask and how those things are interpreted. In other words it’s about how you are labeled by others.

Personal Branding is about that label. It is inevitable that you will be labeled as a sales person. How you are labeled depends greatly on how you present yourself, your company and your customers. We teach you certain things that you need to say and do in order to achieve a positive branding.  

In the module we do some interactive activities that allow you to identify yourself and then hear how others would present themselves to you. Its interesting to see just how accurate you can be if you label yourself not just as you see yourself, but how you perceive others see you.

The branding that you have is conceived both internally (How you see yourself) and externally (How others perceive you). This can be either a positive or negative image. The key is to have your internal words come as close as possible to your external words.

The most important part of personal branding is to best emulate a positive perception. We discuss how to overcome having a negative image by carefully tracking your interactions to pinpoint where you may be misconstruing your customers. We also talk about the things you need to do in order to be able to correct the inconsistencies.

Things that you can do in order to be able to turn a negative into a possible positive:

·         Do your research- If you’re perceived as unorganized, inexperienced or uninformed. Try doing some investigating about your client before hand.

·         Send emails- If you have the image of being nervous, easily intimidated or uncertain.

·         Relax- If you have been diagnosed as too edgy, over anxious, over confident. Work at a different pace. Quote less facts and offer more opinions

·         Follow up- If you portrayed as uninterested or unavailable. Find the time to stay in touch.

We offer many examples of how to overcome a negative image and the best practices to encourage constancy. It’s a matter of identifying the opportunities and connecting your internal and external brandings with the right behaviors.

We talk about how to thrive with an under promising, over delivering mentality rather than falling into the pitfalls of underachieving and over heating. Perception is reality, and professionals that have purchased our training program understand that.  And learn how to change both if they need to.

Needs Analysis:

The reason a customer calls on you is because they have a need for your product or service. When you are out in the field trying to generate business you have to provide a need. The need is the reason. Finding that reason to buy, filling that need is the quintessential purpose of sales itself. Without a need for your product, you don’t have a sale.

The best sales people find a way to create the need. Whether it’s to replace an existing service or supply a product that may be requested later, creating the need becomes critical if it cannot be identified in asking questions. This module is designed to show you not only how to identify a need that may be communicated, but also how to create a need.

For example, an inbound sales position, such as retail or call center, generally dictates that the customer is going to identify their needs early in the interaction. 

“I’m here to find a cordless screwdriver.” The need is exposed. It’s not enough to just lead them to a display, start pointing and say something like

“Here they are. This one is on sale. This one has a back up battery…” This is the epitome of being task oriented and letting your customer know you have better things to do.

Probing for specific needs is what truly identifies a need. “What kinds of work are thinking of doing?”

Now effective listening comes back into play and you analyze the specifics of the need. This then allows you to point out product specifics (features) and how it will work for their specific needs (benefit).  Asking, listening, analyzing, and feature and benefiting are how you gain commitment. This module details each step and demonstrates a flow of information that customer’s prefer.

If you’re in an outbound sales environment you need to know how to create a need.  For this example, we’ll use insurance.

“Mr. Smith I understand you have a policy with ABC Company. You mentioned you have been with them for several years, and you are content with their level of service. I asked you about any future plans and you mentioned that you were going to be a grandfather soon. Again congratulations, but I wanted to ask you, if I can offer the same price that you pay now, with slightly more coverage so that you have the ability to take care of those you leave behind, would that interest you?"

Successfully identifying and analyzing needs requires a concentrated effort in order to be successful in sales.  We show you how to feature & benefit, probe, listen, and create a need. Even if it’s just for the purpose of future sales, creating and identifying needs shows a customer that you have their interest in mind.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.

Getting Referrals:

There is more to being successful in sales than just reaching your goals, and increasing your company’s bottom line. One way to measure success is by tracking how often you get praise from your customers. Another measure of success is how often you can take a simple ‘Thank you’ and turn it into a referral.

If you’re in sales and you have a product or service that benefits a customer and you have presented it in the right manner, you are now in the position to comfortably ask for referral business.  We teach this kind of confidence.

Whether you take the approach of asking your customer to think about anyone else who could benefit from your service or product, or you simply research your customer’s infrastructure to find potential business, getting referrals is just as important as asking for the sale itself.

Its not enough to build rapport, gain understanding, address the customer’s need, handle resistance, and only ask for the sale. We teach that asking for referrals and thanking the customer for their time need to be present.

With this module we discuss the best ways to go about getting referral business. Whether your initial prospect has bought from you or not, you can still get a referral by asking, provided you have followed a few simple steps.

Getting referral business requires: 

• Creating the right “referral talk”

• Effective practice techniques

• Working your existing business

• Timing your request

These are discussed in great length with over 10 different examples of requesting referral business. This module is essential in being able to have the confidence and the determination to ask your prospects time and time again for additional business.

Buying Signals:
When we are listening effectively there are certain comments or questions that a potential customer may express that show interest in purchasing.  Buying signals can be important; but they can also easily be misinterpreted.  In this module we discuss how to recognize them, how to get confirmation and how to refer to them in order to gain commitment.
 
We uncover a lot of buying signals that you may already be hearing but may not be interrupting as such.  You may have heard some of these in the past. How did you react to the statements? Was it positive? 
 
Once a buying signal has been communicated you need to get clarification to see if it fact is. For example:
 
Customer: “I suppose I have to pay more for the warranty?”
 
You:  “The manufacturer does offer a one or two year warranty. Would like me quote that price for you?”
 
At this point you may already know the price, but in asking them if they want to be quoted the price, you are gauging interest.  Asking about the warranty is a buying signal. If the warranty was free.  This makes it a great opportunity to gain commitment or trial close.  Our module goes into detail about trial closing and gives plenty of examples you can personalize.
 
For the sake of seeing how this ends lets continue this example and this time we’ll assume this was not a buying signal.
 
Customer: “ I am not interested if its not included. The model I bought from XYZ last time came with a one year warranty.”
 
Again, this is a buying signal.  That’s two in a row.  This does not happen this way all the time of course, but it does happen.  They are cluing you in to a previous purchase.  They are not just telling you about their buying habits.  They are telling you about their expectations. Would you tell someone about what you expect without expecting them to deliver you something?  Not everything said or asked can be a buying signal, but asking questions does identify certain ones.
 
This module is full of information that we know will help you improve your performance.  If you would like to have advantage over your competition, you need to know everything there is to know about identifying buying signals.

Handling Resistance

I used to be asked “Why don’t you just call this Overcoming Objections?” The answer is quite simple really. Objections are just one type of resistance. An objection is sometimes just a stall tactic presented by a customer that just needs to see “value” before they decide.  

This module creates an opening into understanding the 4 major parts of resistance:

• Cynicism

• Skepticism

• Objections

• Rejection

Cynicism is the general belief that you doubt, that you have contempt of human nature. That you don’t believe in the goodness and sincerity of others. It’s the idea that you, as a salesperson, are not going to provide someone (the customer) with something for nothing. Cynics have the general notion that by helping them, there is something in it for you. The key to dealing with a cynic is providing them with the idea that meeting their need is what’s in it for you. Explaining that this is what you do for customers, and this is all you do, helps ease the tensions that the cynic has towards buying.  

Skeptics are often more aloof about just what may be causing hesitation. The skeptic may feel that the price, the effectiveness of a service, or the ability for anyone to meet their need is present so they become and can often stay undecided. Skeptics require clarification; they need to be kept in check. It’s important to know what the issue is that is causing hesitation.  

Once you can identify the issue you need to address it based on the type of resistance you are facing. We teach you how to handle each type and give a great six step process to finding and handling the basic issues that people have when shopping to fill a need.  

We cover eight different reasons customers hesitate to by and how to handle each. There is a reason you are hearing “No” that falls inside the four types of resistance. It’s not enough to realize a customers issue; you have to understand the reasoning behind it.  

For example, you may have an objection like “I don’t think that’s what I need.” You need to understand if they generally don’t have a need for your product or do they have a restriction that is preventing them from buying.  

You need to ask certain questions to clarify the objection. “What do you have in place now that can do what this product does?” You may find that their original statement does not apply. That’s where understanding and identifying hidden issues makes this the quintessential module for getting more sales.