Opening the sales process includes slides with dialog for the sales manager and a workshop for questions in qualification, lead generation, and needs assessment and includes:
- The "3 foot rule"
- The sales process
- Why is there is a disconnect between buyers and sellers?
- Interactive workshop to develop qualification, lead generation, and needs analysis questions.
- Save time
- Develop your team
- Take the opportunity to share your insights and those of others
This training segment is part of a Sales Bootcamp that has been developed by Top 5 Sales Performance, Inc. The workshop can be as dynamic as you are. If you are a sales person looking for additional help, grab a couple of your colleagues and conduct your own workshop!
Although the "Top 5" logo appears in the store, it does not appear on your slides. The slides can be further edited by you with your own template and company logo.
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The Sales Process training session consists of 13 content slides describing a sales cycle and a workshop to develop what it means to your buyer. The content includes:
- Objectives and Benefits
- The Sales Cycle
- Sales Call Topics of Discussion
- Development of Topics
- Workshop - What it Means to Your Buyer
- Next Steps
- Tools
The narrative is on each slide where required and all slides and dialog can easily be modified by you.
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Buyer fear and greed are reasons they buy. Our understanding and ability to examine and understand these areas will drive sales performance. Buyer fear and greed affects their decision making and we must develop questions to address these issues. We must understand that these motivators have a direct impact on a successful sales outcome. Sales managers are in a position to help you understand not only the sales process, but the market challenges that your buyers face. What are they afraid of?
Buyer Fear and Greed is an interactive workshop that will examine these motivators and provide a framework for you to explore, understand, and address the issues in a way that will continue to drive your rapport with your buyers. You will design questions to uncover and address the market challenges they face which will allow you to move the sales process forward. We can never over look the fact that our buyers are running a business too and they need our help to do it. If our products and services are driven to provide value to their operation, then we have a responsibility to understand how and why they buy. You will have an opportunity to further understand the market challenges your buyers face and why it becomes important for you to explore them through the development of questions in the workshop.
Understand Fear and Greed, add this component to your needs assessment and drive your sales.
This training segment is part of a Sales Bootcamp that has been developed by Top 5 Sales Performance, Inc. The workshop can be as dynamic as you are. If you are a sales person looking for additional help, grab a couple of your colleagues and conduct your own workshop!
The slides can be further edited by you with your own template and company logo.
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First impressions? Build it! 13 Content based slides which will guide you through developing an elevator speech that will get results. Designed in a workshop format, this training session will help your new salespeople, veterans, customer support people and executives to understand how to get a conversation open with a prospective buyer and put more opportunities in the pipeline. Clearly one of the fundamentals of selling, this development workshop provides the dialog for the trainer and may be completely customized by you for delivery and roll out.
Review where you and if you are missing the "wow!" conduct this workshop with your people. If you have an elevator speech already in use, this may provide an opportunity to conduct a "lunch and learn" training session that will motivate your sales team. Included in this training segment is a homework assignment for each person to provide feedback on the effectiveness of their elevator speech. Follow up, make the adjustments and win. Use this program to motivate your team to higher levels of success and shorten the sales cycle.
This training segment is part of a Sales Bootcamp that has been developed by Top 5 Sales Performance, Inc. The workshop can be as dynamic as you are. If you are a sales person looking for additional help, grab a couple of your colleagues and conduct your own workshop!
Although the "Top 5" logo appears in the store, it does not appear on your slides. The slides can be further edited by you with your own template and company logo.
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Working with Gatekeepers is an interactive workshop that includes a Role Play at the end of the session to practice the skills and dialog you develop. Any time we can determine effective ways to deal with the new technology and continue to improve our people skills, we should make the time to do so. The program includes 13 PowerPoint slides with teaching dialog to help you understand the material and lead the training session.
This workshop is about being honest with why we are calling or visiting and how to recognize the people and their roles and responsibilities. Direction is provided to take action and get to the executive suite. As the economy has decayed, the buying decisions have moved up in our buyer's companies. We must continue to understand their process and find creative ways and methods to connect to the decision makers.
Working with Gatekeepers will give your team an opportunity to review their current approach and consider possible improvements that will improve their efficiency and reduce and control the sales process.
This workshop is perfect for a lunch and learn scenario and team building exercise.
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What is your process for lead generation? Is that your responsibility? As sales people, lead generation IS our responsibility. Leads generated through marketing campaigns must be developed by us and our sales support teams. In this interactive workshop you will learn:
- What qualifies a buyer to spend time with you?
- What do you need to know to qualify a lead?
- Review current and future value of buyers
- Questions to ask and move your process forward
- Workshop where you will design your specific questions
- Homework assignment to ensure understanding
What are your buyers doing in their business that you could be doing better in yours? There are real opportunities for growth that can be build through better rapport on the front end of the sales process. This workshop will help you get there.
This training segment is part of a Sales Bootcamp that has been developed by Top 5 Sales Performance, Inc. The workshop can be as dynamic as you are. If you are a sales person looking for additional help, grab a couple of your colleagues and conduct your own workshop!
Although the "Top 5" logo appears in the store, it does not appear on your slides. The slides can be further edited by you with your own template and company logo.
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Listening skills continue to be one of the greatest challenges to any sales professional. We have so much WE want to say that often times we regard the buyer speaking as an interruption of the sales process as we know it. So how do we improve? We must concentrate on what is being said as well as the little things that happen around us that have an effect on the sales encounter. We must improve our listening skills to build rapport, buyer confidence, and an understanding of how we can be better.
Often times you may find that your buyer is not listening to you. How do you get them to refocus on how you can make their business better? In this interactive workshop, you will learn:
- Improve your listening skills
- Focus on the call
- Control the sales encounter
- "Pull" vs "Push" the buyer
- How to get the buyer to refocus on why you are there
- How to clear up confusion
An interactive workshop is provided to improve your listening skills by turning your attention to "what is being said." What are the words being used? What do they mean? What else could they mean? What about voice inflection? These elements will help all of you improve.
This training segment is part of a Sales Bootcamp that has been developed by Top 5 Sales Performance, Inc. The workshop can be as dynamic as you are. If you are a sales person looking for additional help, grab a couple of your colleagues and conduct your own workshop!
Although the "Top 5" logo appears in the store, it does not appear on your slides. The slides can be further edited by you with your own template and company logo.
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Nearly every sales person would agree that Pre-Call Planning is a good idea. If that's the case, why don't we do it all the time? Is is laziness? Is it confidence? Is it that we feel it isn't necessary because we've been selling so long? Whatever the reason, this pre-call planning interactive workshop will rejuvenate the seasoned sales professional and provide the necessary sales planning tools for everyone. The 19 content based slides provide a guideline to plan your calls and also a specific bonus of how you might want to deal with the "Smartest Man in the World." We've all met this person(s) in our careers and found it challenging to deal with them. Without planning that particular call, you may not recognize him, and may not be prepared to deal with them when you define the situation.
This workshop contains the following segments:
- Why Plan?
- Buyer Research
- What is our single sales objective?
- Information we need
- Questions to ask
- Anticipated Responses
- Anticipated Objections
- Competition
- Account Penetration
This training segment is part of a Sales Bootcamp that has been developed by Top 5 Sales Performance, Inc. The workshop can be as dynamic as you are. If you are a sales person looking for additional help, grab a couple of your colleagues and conduct your own workshop!
Although the "Top 5" logo appears in the store, it does not appear on your slides. The slides can be further edited by you with your own template and company logo.
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What does our buyer gain when we are selling value? Selling value is our responsibility and requires an understanding that our "stuff" has value. In this interactive workshop you will learn:
- Value or "Stuff?"
- What will your buyer gain?
- What makes your product or service unique?
- Why low price doesn't sell
- How needs influence negotiation
There are 20 content related slides complete with the dialog required for instruction and conducting the workshop. This sales training segment provides knowledge for the seasoned professional and the person new to the sales responsibility. It will also provide value to your sales support and customer service teams. Continue to share sales training segments with the support teams and further improve retention and value.
Examine the Elements of Value. and understand where you and your competition fit in providing value to your buyers.
This training segment is part of a Sales Bootcamp that has been developed by Top 5 Sales Performance, Inc. The workshop can be as dynamic as you are. If you are a sales person looking for additional help, grab a couple of your colleagues and conduct your own workshop!
Although the "Top 5" logo appears in the store, it does not appear on your slides. The slides can be further edited by you with your own template and company logo.
