Sales Training

Sales Training Programs

Sales training programs can be customized or a one to two day prepared "Sales Master" sales seminar or a combination of both.

The sales training is designed to improve selling skills and motivate sales professionals to continuously improve. The sales program covers the fundamentals of sales and motivational training, and mixes it with sound, time tested common sense.

The training objectives are to increase sales, achievement of personal goals, growth as a person and excellence in your marketplace.

Sales: This is our business, not our job or work. Training and motivational sessions address selling as a profession. Sales, selling and service are the life of a business. Selling is a transaction that adds value to the customer and mutual benefit to both seller and buyer.
Achievement: Success in sales is reaching your goals and becoming the person you are capable of becoming. The best sales people are achievers and love accomplishment. Live your mission, and achieve your goals through focused action, proper attitude, balance and a centered mind frame.
Growth: Move outside of your comfort zone and become more creative, reach your potential, develop new skills and improve talents, live the essence of the entrepreneur. Grow through personal development and become a greater value in the marketplace.
Excellence: Be the best in your market. Stand out from competitors through your high level of service, wisdom, common sense and abilities.

Sales Training Program Mission Statement

The mission of the sales training is to add value to sales professionals by facilitating training that enables them to improve themselves and their job performance. Programs are tailored to the specific needs of the sales person, team, organization and marketplace. The program takes a comprehensive view of the sales environment and is not a quick fix, but a results-based approach that incorporates the best in professional development and sales training.

Program Goals

The goals of the program are to provide sales managers and reps with effective sales and motivational training programs and motivate them to improve themselves as sales professionals. This will result in individual goal attainment. Training programs will be interactive and open discussion forums. They will focus on how the customer can be helped and serviced. The sessions are based on trust and honesty, and how selling and personal development can lead to proven results today and in the future.

Sales Training Program Outline

The following areas are discussed in open discussion, facilitated training sessions with the sales reps. A sales and marketing action plan is developed for the sales team and each individual sales rep. The action plan includes the critical steps needed that enables the sales and marketing training to increased revenues for the sales rep, the team and the organization.

Traits of Successful Sales People
Everything Begins with Attitude
Personal Development as a Sales Professional
Rewards of Personal Development
Mission Statement and Goal Setting
How to Implement Personal Goals and Measure Results
How to Motivate Yourself Every Day
Organization and Time Management
Balance of Mental, Emotional, Spiritual and Physical
The Power of the Subconscious
Focus and Persistence
The Sales Pipeline
Prospecting and Lead Generation
Dealing with Fear in Sales
Qualifying, Probing Questions and Scripting
Objections
Presentations that Focus on Benefits
Closing that is Automatic
How to Add Value to a Customer
Relationship Building and Trust
Accessing and Working with Personality Types
Account-Based Selling
Selling a Service
Passion
How to be Creative and Analytical
Negotiation Skills
The Power of the Subconscious
Why your Customers Buy
Communication Skills
And More...

Professional Telephone Selling

Why is Phone Selling Key to Success
Review the Unique Characteristics of Phone Selling
Lead Generation and Prospecting on the Phone
Scripts
Objections on the Phone
How to get an Appointment
Follow-up on the Phone
Voice Mail, Screener and Gatekeepers
How to Build a Telephone Relationship
How to Deal with Telephone Burnout

Sales Management and Leadership

Team Mission Statements
How to Hire Exceptional Sales People
Performance Evaluations
How to Motivate your Reps
Forecasting and Team Goal Development
Sales Contents and Special Incentives
Compensating the Sales Team
Teamwork in Sales
Future Sales Trends
How will customers respond to personal selling in the future?

Personal Sales Action Plan

Without an action plan it is just a daydream. Each sales rep develops a personal action plan that includes a mission statement, goals and objectives, and methods for measuring goals and their impact on the organization.

Worksheet Forms/Action Plans

The following worksheets are the tools used to create sales action plans. They are completed to organize and support the sales process. These projects are personalized to the needs of the sales team and individuals.

Worksheets:

Personal Mission Statement and Goals
Sale Action Plan
How to Improve Attitude
Personal Assessment Worksheet: Opportunities, Threats, Strengths, Weakness and Personality Profile
Four Components: Mental, Physical, Spiritual, and Emotional
Prospecting and Lead Generation
Dealing with Fear in Sales
Customer Profile
Features/Benefits
Probing Questions
Customer Objections
30-Second Commercial
Personal Sales Tracking
How Does Your Product/Service Add Value?
How to Build Trust
Competitive Analysis
Script Development
Follow-up Questions
Why your Customers Buy
Trial Closes and Closing Statements

The sales training provides sales professionals with practical, time-tested solutions that work. Successful sales people act upon this information and close more sales. Feel free to contact individuals who have benefited from Thomas Young sales training. Just ask us for references or see our client list.

Contact Thomas Young:

719-481-4040
tom@intuitivewebsites.com
326 All Sky Drive
Colorado Springs, CO 80921

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Thomas Young