Triple threat training (t3)Presentation Transcript
NETWORTH UNIVERSITYTriple Threat Training (T3) SALES & SUCCESS To insert your company logo on this slide
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8/21/2010 2 THE NETWORTH SALES COURSE® Look around you at successful business people, world leaders, professional athletes and entertainers. We want to help you join the ranks of the world’s most successful people. Through a proprietary process that uses team dynamics and intra-group activities, this course will help you master the capabilities demanded in today’s tough business environment. You’ll learn to strengthen interpersonal relations, manage stress and handle fast-changing workplace conditions. You’ll be better equipped to perform as a persuasive communicator, creative problem-solver and focused leader. And you’ll develop a take charge attitude that allows you to initiate with confidence and enthusiasm. In short, the course will power you to move far beyond your comfort zone as you stretch for and attain ambitious new goals. I have identified the key attributes that distinguish top performers. These attributes have been incorporated into a process that coaches you through a four-phase continuous improvement cycle. The training emphasizes the principles of success and shows you how to put them into action every day. At the end of the program you’ll have a solid foundation on which to build lifelong professional growth and performance improvement.
8/21/2010 3 THE NETWORTH SALES COURSE® LEARN HOW TO • Stretch your abilities • Repeat patterns of success • Communicate clearly and concisely • Move beyond your comfort zone • Reduce self-consciousness and fear • Apply human relations principles • Inspire others to take action
8/21/2010 4 SALES ADVANTAGE Selling is a lot more than just describing a bunch of features and benefits. Good sales people follow a process that leads from prospecting to closing. Great sales people combine that process with the drive to make the sale. It will show you how to manage your time and territory productively; prospect intelligently; and get in front of a potential customer. It will even help you structure what to say in your face-to-face meeting. That’s because how you talk to your prospect, how you present yourself and how you relate to the customer are as important as the facts about your product or service. To make the sale you need to display confidence in yourself, present your solution enthusiastically and influence the conversation toward the conclusion you want. It will turn you into a sales leader because it develops the whole you. You gain not just an intellectual understanding of sales but also the emotional drive to put them into action. You will have the confidence, enthusiasm and the ability to influence people.
8/21/2010 5 SALES ADVANTAGE LEARN HOW TO • Understand the drivers of success • Identify and manage contacts • Connect with decision makers • Display confidence in yourself and your company • Define the selling process • Leverage referrals • Build credibility • Ask the right questions • Discover the customer’s buying motives • Use product knowledge persuasively
8/21/2010 6 SALES ADVANTAGE LEARN HOW TO • Identify buying and warning signals • Negotiate more effectively • Use tactics to win commitment • Organize contact data • Uncover hidden objections • Analyze the opportunity • Create the solution • Present the solution with impact • Be enthusiastic that your solution meets the prospect’s needs • Influence the conversation so that it reaches a mutually beneficial conclusion • Follow up in a way that creates additional sales opportunities
8/21/2010 7 Performance Benefits Create and articulate a vision Eliminate - completely - your fear of public speaking Influence colleagues to your point of view Inspire, motivate and lead your team Employ human relation principles to build rapport at every level Network more effectively Communicate clearly and powerfully
8/21/2010 8 Attitudes of Sales Confident, Assertive, In Charge: Developing the Attitudes of Leadership Learn How To: Increase your visibility Be assertive without appearing aggressive Control situations instead of letting them control you Meet new people easily Speak up, make your point and win support Replace shyness with confidence Get colleagues and management to listen to your ideas Persuade others to your point of view
8/21/2010 9 Attitudes of Sales Confident, Assertive, In Charge: Developing the Attitudes of Leadership Learn How To: Say "no" without creating resentment Deal effectively with difficult people Handle tough situations with composure Put "a stake in the ground" when you have to Banish self-doubt Let your "can-do" attitude shine through Eliminate confusion over who's in charge Build your image as a strong, fair-minded leader
8/21/2010 10 IMAGE Image has everything to do with attitude and almost nothing LEARN HOW TO:
See yourself as others see you
Use personal traits to reinforce your professionalism
Turn adversaries into colleagues
Read the body language of others to gauge how you’re coming across
8/21/2010 11 IMAGE Image has everything to do with attitude and almost nothing LEARN HOW TO: Cultivate the attitudes of leadership Use eye contact to hold attention Communicate with authority Present with poise Influence others to your point of view Project an image of leadership Create great first impressions
8/21/2010 12 NEGOTIATION How to Negotiate a Successful, Profitable Close Today's sophisticated buyer can negotiate so many give-backs that the sale is hardly worth making. But you don't have to be boxed into a corner like that. There are sophisticated negotiating techniques you can use to create a win-win outcome for both you and the buyer. Now you can master these techniques
8/21/2010 13 NEGOTIATION Learn How To: Build rapport with the buyer Negotiate with different kinds of people Use the Questioning Model to uncover dominant buying motive Employ better evidence to create higher margins Discover when you are being "bluffed" Establish credibility with the buyer Understand the four phases of negotiations Develop a compelling value equation Improve your closing ratio
8/21/2010 14 JUMP START MAKING SALES:HOW TO JUMP START YOUR SELLING CAREER Nothing succeeds like success and right now – for you – that means making sales. You need to get a few wins under your belt. You need to taste success and understand how great it feels to land a few. You can worry about the important extras of salesmanship like time and territory management – after you make some sales. 1)You start with creating initial communications that get appointments. 2) Next you structure interviews that uncover a prospect’s primary interests. 3) You’ll learn to craft solutions that appeal to buyer motives. 4) On day two you’ll practice trial closings on the other salespeople in the room. 5) You’ll be shown proven ways to overcome objections, gain commitment and make the sale. 6) The key to success is confidence – the confidence that can only come from actually making a few sales quickly.
8/21/2010 15 JUMP START LEARN HOW TO: • Use first contact techniques that get appointments • Start the sales process in the initial meeting • Listen between the lines for buying signals • Ask Key Questions or Clarifying Questions • Sell into buyer motives • Tailor your company’s capability statement • Know when to use various trial closes • Employ proven ways to overcome objections • Present your solution in a way that moves the prospect from “maybe” to “yes”
8/21/2010 16 HOW TO COLD CALL How many “vital” things do you need to do today before you start cold calling? Clean out your files, rearrange your desk, oil the wheels on your chair? If you’re like most sales people you can think of a million excuses not to cold call because – let’s face it – you hate it. The rejection and sense of failure are tough to take. But cold calling is necessary to success since new business often accounts for as much as 50% of your production. Star sales people everywhere have found ways to make cold calling productive and – yes – even fun. It will improve your hit ratio so that you no longer suffer the dejection caused by a steady stream of no’s. You’ll begin by learning how to maneuver the modern obstacle course – gatekeepers, e-mail and voice mail – that prevents you from getting to the prospect. Next you will write and deliver a 45 second cold call presentation. You’ll also learn to ask power questions that engage your prospect. Finally, you’ll learn what to do once you have the appointment.
8/21/2010 17 HOW TO COLD CALL LEARN HOW TO: Search systematically for new opportunities Employ ways to charge yourself up to make cold calls Use 10 proven strategies to get past the gatekeeper Leave voice mail messages that create callbacks Determine what type of prospect you are dealing with Understand what buyers want and how to get them excited Ensure that prospects will want to take your call Develop creative ways to position your product or service
8/21/2010 18 THE SELLING GAME Its purpose is to enhance team members' knowledge and Understanding of the sales process. LEARN HOW TO: Reach peak performance from One on One coaching Use positive language to sell faster and easier Make the best possible use of your selling time Focus energy on activities that deliver results Building relationships
Triple Threat Training (T3) 8/21/2010 19 If you’re passionate about your career but you need the right tools then Triple Threat Training (T3) is for you. To book your Triple Threat Training (T3) at your location or at our training facilities call Brian DeAngelis at 1.800.638.9784 or email me at firstname.lastname@example.org