Consultative Sales 2 Success - Powerful, Interactive Training Modules - Two Day Intensive Course

Content Information & Analysis Sheet

Total Time of Course – 16 hours over two days

CONTENTS - DETAILS IN MORE DETAIL AFTER....

MODULE ONE: INTRODUCTION -THE HISTORY OF SALES – 1970 - 2010


AGENDA & FURTHER DETAILS

1. INTRODUCTION -THE HISTORY OF SALES – 1970 - 2010
2. MAKING A GOOD FIRST IMPRESSION - THE FIRST WORDS CAN CLOSE THE LAST
3. MASTER THE SILENT SALESMAN - THE PART OF YOU THAT DOESN'T TALK...
4. FINDING & IDENTIFYING A POTENTIAL CUSTOMER’S NEEDS
5. DELIVERING A CUSTOMER’S NEEDS WHEN THEY HAVE BEEN IDENTIFIED
6. HOW TO PREPARE & CONDUCT SALES CALLS IN PERSON
7. HOW THE CHECKPOINT METHOD CAN AUTOMATICALLY CLOSE THE SALE!
8. GETTING THE CUSTOMER TO CLOSE THEMSELVES
9. LOOKING AFTER YOUR NEW CLIENT
10. BEING OVER-INFORMATIVE - KNOWING WHEN TO BE QUIET & LISTEN
11. QUESTIONS - IMPORTANT? ESSENTIAL!!!
12. LEARN THE 'LEAD THEM THROUGH LIFE' METHOD THAT HAS THE CUSTOMER ASKING TO BUY YOUR PRODUCT

Training companies that say they used time tested methods mean that generally they have not invested in researching the latest customer reviews and business environments. In the last 5 years a new technique and method of sales has forced its way to the top breaking the surface of business waters, bringing new requirements to become a successful, outstanding sales person.

The sales people who have already learned and who use these new techniques and apply them in a recent poll are the top sales people in fortune 500 companies and make a differentiation between good and exceptional sales people.

The whole if it’s not broken don’t fix it is irrelevant – remember you still probably are or have good sales people – but give them additional training to become an exceptional sales person.

Only 5% of all sales people in the world are classed as exceptional – make your staff part of them.

MAKING A GOOD FIRST IMPRESSION - THE FIRST WORDS CAN CLOSE THE LAST

Here we show candidates how the initial questions asked can prompt answers that you can keep safe in your mind and use to customise every sales pitch (within company guidelines) to the client you are in contact with.

Also, how do you address business people? What do you do? How do you introduce yourself?

All competently addressed in this section.

Hand-out issued.

MASTER THE SILENT SALESMAN - THE PART OF YOU THAT DOESN'T TALK...

When your client enters the reception to collect you – What can you be doing that can give you an insight into the company? How can you impress the client on the way to the office they are guiding you to?

• Body language
• Powerful eye contact
• Silent welcoming
• Presentation & transport
• Notes – consistent silent indicator of interest through the sales call

Ultimately this module is an interactive way to gain acceptance and respect without words.


FINDING & IDENTIFYING A POTENTIAL CUSTOMER’S NEEDS.

The first module is essential to understanding this one. Questions and guiding the client down a path you choose will enable the candidate within 5-10 minutes to investigate, summarise and checkpoint each customer need – then after doing this you can do the next module…..from this point the customer is being gradually, automatically, closed…

A worksheet hand-out details excellent leading, open questions that can be used to do this effectively.

Complaints and objections – the real attitude toward them and how to handle them.

Hand-out issued.

DELIVERING A CUSTOMER’S NEEDS WHEN THEY HAVE BEEN IDENTIFIED

So you have asked questions, identified and confirmed the need the customer has and created a checkpoint what now? Don’t dare try and close yet! This is the old way that developed in the 1980s and died in 2000!

We teach you to ascertain a solution for each need and gain the clients approval – then the summary in our special, unique method and guess what?

The customer has almost closed themselves!

The course details the rest of the perfect sales call – it’s perfect because you slightly adapt the method for each sales call – after a few times this will be second nature and the candidate will become a very successful sales person.

HOW TO PREPARE & CONDUCT SALES CALLS IN PERSON

Preparing in advance of an appointment can make the difference to your mental state being a confident one on the day – we teach you to effectively prepare you’re eight point system:

1. Equipment
2. Presentation
3. Transportation
4. Mind-set
5. Paperwork
6. Destinations
7. Appointment confirmations
8. Breakfast


HOW THE CHECKPOINT METHOD CAN AUTOMATICALLY CLOSE THE SALE!

This is the gold part of the course – for candidate’s ears and eyes only!


GETTING THE CUSTOMER TO CLOSE THEMSELVES

This is the gold part of the course – for candidate’s ears and eyes only!

LOOKING AFTER YOUR NEW CLIENT

Selling is excellent! But an effective and competent sales process can help to limit returns, queries and complaints. The quick sale and the hard sale both generally have huge complaints and return rates! Don’t get caught out – be better and create a safe haven for your customer to live in with your company.

Learn what complaints, objections and queries really mean and what the client is actually asking…

BEING OVER-INFORMATIVE - KNOWING WHEN TO BE QUIET & LISTEN

Ever wanted to buy a product and the sales person talks, and talks and carries on until they actually manage to talk you out of the sale?

Learn not to do this and note the client’s body language to detect when this is becoming an issue.

QUESTIONS - IMPORTANT? ESSENTIAL!!!

Imagine you are an archer with a dozen different arrows in your quiver each for a different purpose. Choosing the correct arrow can mean success or failure in your mission to hit the bulls-eye as an archer.

You have an abundance of question types you can ask – use them tactically – this interactive module has you using them to learn a powerful lesson from the trainer.

Effective questioning means success or failure – learn to use seven different types of questions in the unique funnel technique and become an exceptional sales person and hit the bulls-eye!

Hand-out issued

LEARN THE 'LEAD THEM THROUGH LIFE' METHOD THAT HAS THE CUSTOMER ASKING TO BUY YOUR PRODUCT

This is the gold part of the course – for candidate’s ears and eyes only!


A FREE special gift that could be the most valuable business gift you have ever been given!

This gift is different depending on the course – but for the sales course every candidate recommends it!

This is a simply module guide to our powerful sales course – we have seen this course stretched out over a week designed to completely brainwash out other sales experience and strong points with a £3000 per person price tag when first developed - we have updated it since then!

We fit this into one day in a simple, yet powerful and unique consulting sales course – we replace the bad parts from each candidate and replace them with more modern, unique tested methods.

Each good part of the candidate is simply built on making them a much stronger candidate in whatever aspect of sales they require – whether selling business to business or to consumer.

We offer discounts for businesses that book multiple seats with us and all courses are fully interactive – only moving on when candidates fully understand them – time is available after for 1-2-1 sessions with any candidates that wish further elaboration.

For businesses with multiple seats we can even offer exclusive training sessions just for their staff. This can also be blended with their current sales methods to create an even more bespoke and unique training experience.

Thank you & we hope to hear from you soon,


Blueprint Training & Management Consultancy