Examples of Training Modules
Here are some training modules that typically are a part of most full training programs. Of course, Art customizes every program, so your training will contain precisely what you need and want to achieve your goals, and fit within your time and logistical requirements.
Your Pre-Call Planning
* Defining your Possible Value Proposition
* Defining the “trigger events” that predisposes someone to buy
* Where and how to research your prospects and customers
* What to do before your calls to ensure you’re never rejected again.
* The ACTION Sales Model: using it to help you move prospects/customers closer to the sale on every contact.
* How to set specific objectives that guide you on the successful call (along with examples)
* How to identify not just the buyer, but all the key people involved in influencing what you sell.
* Secrets of collecting valuable information before you reach your decision maker using “Social Engineering”
* How to get screeners on your side in helping you sell to the boss (this contradicts what many “experts” say, but it works).
* Don’t be annoyed by voice mail again; use it to pave the way for your next call.
* What NOT to say to screeners (and on voice mail) which is sure to categorize you as a “typical time-wasting salesperson.”
* Word-for-word examples of interest-creating messages.
Opening Statements That Create Interest—Not Resistance
* What to never say during the first 30 seconds of the call.
* Proven formulas, templates, and word-for-word examples of prospecting, account management, follow-up, and inactive account opening statements to use as-is or modify.
“Art presents his techniques in a casual setting that allows creativity and dialogue, without putting you on the spot. His techniques for the all important opening are terrific! They gave me the ability to get to
decision makers and close the sale. “
Barry Renstrom, MeadWestVaco
Helping People Buy Through Questioning
* How to plan the questioning strategy that will help them want to hear what you have.
* Why many of your “benefits” might be liabilities, and how to use the “Question Generator” to create questions, which will help you present only the benefits they’re interested in.
* There are such things as dumb questions in sales; what they are, and how to avoid them.
Listening: Much More Important Than Talking
* The one word that can help you become an exceptional listener.
* The two points where you should pause in the communications process, and the five benefits to you of doing so.
“Sounding” for Success
* How to sound the way you want to “look” over the phone.
* What to do to avoid annoying “uhh” habits.
* Using the right words and phrases that put them in a buying frame of mind—and what to avoid that immediately turns them off.
Persuasive Sales Recommendations
* How to talk less during a presentation—and sell more.
* How to ensure you’re only talking about what they’re interested in.
* The four-step process for presenting exactly what they want to hear in order to buy.
* How to minimize price and maximize value.
Asking For, and Getting Commitment (Closing)
* How to move every call forward with commitments.
* Specific commitment questions you can use and modify.
* When asking for commitment is pushy, when it’s not.
* How to ask for larger sales, more often, successfully, with more confidence!
Answering Problems and Questions (Objections)
* Why objections are feared by most people—except by you after this module.
* How to do the “Objection Autopsy” so you can comfortably and confidently address every objection you hear.
* Why people will never change their mind with typical salesy scripted objection rebuttals, and how you can get them to first doubt their beliefs behind their objections.
* How to deal with objections in a conversational, non-adversarial way.
What Do You Say on the Next Call?
* How to set up your next contact so you have something more intelligent to say than, “Well, didja get the material I sent?” and, “Any questions?” or “Just checking in…”
* Getting prospects and customers to do homework to ensure they’re committed.
* How to ensure they actually read the information and evaluate the samples you send.
* Setting real phone appointments that they are serious about.
Beating Call Reluctance and Building Self-Motivation
* How to remove self-imposed limitations, and set and stay committed to your goals
* Seven keys to minimizing feelings of rejection
* Six ideas for building self-confidence