SYNCHRONIZED SELLING SKILLS

• Welcome and Introduction
• Identify Personal Learning Objectives: What’s in it for me?
• The Sales Effectiveness Triangle: Three Ingredients of Success
• Six Types of Customers
• Attitools of Success: Pillars of Success
• Setting Goals: Daily Destinations
• Planning and Preparation: Measure Twice – Cut Once
• Sales Call Objectives: Two Types
• Features and Benefits: What Are They?
• Selling What Customers Buy
• Effective Bridging: Differentiate Yourself
• Account Classification: Banish the “Goof” Customers
• Prospecting: Stimulate Real Growth
• Effective Cold Calling: Net Growth
• End of Day Quiz
• Wrap Up and Review
• Identify “Keepers”
• Homework Assignment

SYNCHRONIZED SELLING SKILLS

• Review of Day One: Exercise
• Introduce Customer Behavioural Styles
• Review the Four Styles and Adapt
• Build Long-term, Loyal Relationships
• The PSIP Approach: Four Steps to Opening the Call
• Effective Probing: Peel the Onion
• Three Types of Probes: Conversational Selling
• Needs Analysis: Identify Customer Conditions of Satisfaction
• Price Objection: Friend or Foe
• The Value Formula: Selling a Competitive Price
• How to Differentiate: Customers Buy Differences, not Similarities
• Confirm: Close the Sale: How and When
• Three Ingredients of a Yes
• Is It No or Know?
• Effective Follow Up: Foster Long Term Loyalty
• Wrap Up and Review
• Identify “Keepers”
• Develop Personal Action Plan
• Happy Hour