sales figures were the best in our entire history - and that's over 70 years of success to beat!"
Ivan Hayden, Executive Vice
President and Managing Director
Stern's South Africa
ARE YOU SELLING
WHAT YOUR CUSTOMER IS
This highly customized,
interactive workshop can utilize, but is not necessarily limited to, the
outline below. Practical, street-smart ideas and strategies are shared
specific and immediate application with current and prospective customers.
AND SELLING UNIQUENESS
- The 5 factors that
make your company stand out in its market.
- Developing a competitive
advantage in a crowded marketplace.
- Selling the concept of
your company and its meaningful position in the marketplace.
- Selling that which your
customer is really buying a strategic advantage in a
highly-competitive marketplace so they can deliver goods and services
to their customers at a profit.
- Understanding customer
needs, wants, and passions and the role each plays in the sale and customer
A PROFITABLE CLIENT BASE
- Planning and organizing
an efficient client contact system.
- Getting appointments
with decision makers vs. decision breakers.
- Showing new products
conceptually, tactically, and strategically.
- Handling price objections.
- Positioning yourself
as a prime resource/consultant as opposed to just another salesperson.
- 20 key questions
to ask to develop the confidence of potential new accounts.
- Validating your company,
yourself, and your product.
- Handling low-blow, intimidating,
unfair questions and objections.
- Taking responsibility
for your customers' business.
SELLING AND BUYING
- Use a brief, unique profile
to determine your style of selling.
- Identify specific
buying styles of your best and worst customers.
- Blend your style with
that of your customer, recognizing that people like to buy from people
most like themselves.
- Impacting and growing
business with key accounts.
- Developing accounts currently
performing below potential.
- How to set up Strategic
Business Reviews - who should be present (both sides), questions to
ask, and how to create industry dominance.
IT IS, HOW TO GET IT, AND HOW TO KEEP IT
- Commitment to your company,
its products, and yourself.
- Confidence in persuasive
- Value added sales strategies.
AN ACCOUNT DEVELOPMENT PLAN
Based upon the specific meeting objectives, each sales representative
may be asked to bring to the meeting:
- 2 key accounts that have
a significant impact on their territory.
- 2 accounts from their
territory currently performing well below their realistic potential.
- 2 accounts from their
territory that they are in jeopardy of losing or in which business decline
- 2 accounts (new) they
would like to open.
will leave the meeting with a specific, measurable plan that will significantly
impact the business in their territory and their company overall.
SOME COMMENTS FROM OUR
"In reviewing the results,
your presentation was one of the highlights of the event, one that had
a very positive impact on our sales team. Our attendees appreciated
the additional time you put forth to interact with the group during
the remainder of the day's program."
Cox, Director, Sales & Marketing
Sunstate Equipment Co.
"Thanks for a job well
done at our recent sales meeting! Speaking to a group of veteran sales
people is always a challenge because they have seen and heard it all
before. The fact that you took the time to travel in the field with
Gary, one of our senior sales representatives made a big difference
in getting their attention. Everyone went away with many good ideas
on how to be more effective in a very competitive marketplace and how
to build better relationships with their customers. It was informative
Vice President, Industrial Sales
Briggs & Stratton Corp.
"The two presentations
you presented to our sales team last year and this year were not only
among the best . . . they were absolutely the best! You clearly opened
our eyes to many new ways of thinking that we have never before thought
There are many great speakers
out there, but very few provide the level of content and extremely usable
ideas and strategies that you do. You are a real pro."
V.P. Sales/National Sales Manager
The Fashion 500 Group