SALES TRAINING
Developing effective relationships with clients is a key to sales success. All of the Ignite sales training sessions focus on building long-term partnerships rather than one-time transactions. Participants
learn practical tools, techniques and strategies that improve their ability to build rapport, overcome objections, and close the sale. These learnings combined with in-session practice and customized client role-play scenarios
spark a new found energy and confidence in your sales team that is certain to enhance your organizations success.
[–] sales training topics
Delivering Effective Sales Presentations
This session introduces the basic components of a successful sales presentation (planning, content, delivery). Through the use of customized client scenarios, participant-teams identify the communication style of the customer, create a client profile, and determine the delivery technique that engages their individual client. Once the teams have determined this critical and crucial data, each team role-plays a presentation for their particular client. This session is interactive and hands-on, and participants leave with useful tools they can draw on immediately in their sales process.
Effective Cold Calling Techniques
More than likely, cold calling is your sales people's least favorite thing to do. The reason, however, may be because they don't know how to do it smoothly. This session covers the basic principles of cold calling, including the importance of pre-call research and objectives (knowing what you want from the call) and post-call analysis. This session is designed to provide your sales people with some simple techniques to make the cold calling process more comfortable and useful.
Negotiating To Create A Win-Win For Both Sides
Negotiation is both an art and a science. In sales, the ability to negotiate effectively is the difference between a mediocre salesperson and a seasoned salesperson. When a sales person knows how to effectively negotiate, he or she protects the goals of the organization, while simultaneously providing a win for clients. This session focuses on these win-win negotiation strategies. Your sales team also learns the dynamics of disputes and resolutions, practice various negotiation techniques, and expand their influencing skills.
Partnering With Customers
This session establishes the premise that the client relationship is more important than the actual product or service being sold. Knowing what your customer wants and how to deliver on those needs, in a way that benefits both parties, is what partnership is all about. In this eye-opening session, participants explore a variety of techniques designed to help them build successful business partnerships and maintain customer loyalty and respect. After all, a salesperson's ability to establish and maintain a relationship with a client means the difference between a one-time sale and a life-long partnership.
Sharpening Your Tactical Selling Techniques
This highly informative and interactive full-day session focuses on three tactical selling techniques: customer profiling, overcoming objections, and closing the sale. To begin, participants distinguish the specific functions of a customer profile analysis and its importance in a successful sales process. Once the client profile is complete, the audience, as a group, identifies specific objections clients may have and then brainstorms creative, practical ways to overcome them. Closing tactics are also discussed. Most importantly, each participant gains the opportunity to practice the various techniques established in the session in a role-play that pairs them with another participant. Videotaping is highly recommended; and a coaching/critique form is used to identify strengths and areas for enhancement for each participant.
Shifting Your Sales Style To Meet Your Customers' Needs
In this interactive session, participants identify their personal sales style through the use of a styles assessment. The assessment indicates a person's primary communication style and how this relates to the selling process. Participants learn the features, benefits, and potential limitations of their style, as well as how to recognize the style of their clients. Learning to recognize a client's preferred style of communication is only the first step in meeting his or her needs. Knowing how to shift your style and approach to best match your client's style is the key to communicating more effectively with customers and others in general.
The Craft Of Creative Problem Solving
From a sales perspective, in the current economy, customer responses may range from "can't afford it" to "can't use it" to "don't need it." Certainly, these are problematic reactions for the serious salesperson. The focus of this dynamic session is to look at how to problem solve more creatively. Participants engage in a perceptive problem-solving process, one they can use in their everyday lives. They gain an understanding of the power of proactivity vs. reactivity and their responsibility in using that power. These are trying times; and if salespeople can respond assertively and effectively, they add value to their customers' lives, as well as their own.
Listen First, Sell Second: The Assertive Approach To Sales
To achieve sales success, it is imperative to first actively listen to understand what your prospects want, then respond assertively to their needs by clearly communicating how your product or service is the best choice to meet their needs. Although this is an easy concept to understand, it is not always easy for even the most-seasoned sales professional to put into practice. Listen First, Sell Second: An Assertive Approach to Sales is a two-day intensive sales training program that focuses on the essential skills every sales professional must possess to achieve sales success.
Probe, Promote, Persuade And Produce: 4 Steps To Sales Success
This two-day sales program begins with a short assessment that allows your sales people the chance to gain insight into their natural sales style. We discuss the strengths and limitations of each style and how individuals can flex their style to more successfully interact with customers. From there, the team learns the four essential skills any successful sales professional must possess. These include: (1) probing and listening to build rapport, (2) promoting the features and benefits of your products and services, (3) persuading your customer that your product/service is what they need, and (4) producing results and closing the sale. This powerful session is a must-have for any new or intermediate sales professional in your organization.