Value Add The students will demonstrate various methodologies for adding value to their relationship with their customers. Understanding the “Buying Motive” The students will have a clear understanding of their client’s buying motives, which will allow the salesperson to focus on meeting customer’s needs as opposed to “making objective”. Initial Benefit Strategy The attendees will understand the importance of positioning themselves and their objectives throughout the sales process. The sales team will increase their number of successful sales contacts. Needs Analysis The attendees will be able to probe effectively uncovering hidden needs, goals and objections and “add on” sales opportunities. Sales Call Planning The participants will utilize McCoy Enterprises’ effective sales call planning tool to optimize every “Marketing Opportunity” Negotiating Resistance The participants will effectively, professionally and successfully overcome client objections. The students will shorten the sales cycle through “winning or losing early” objection handling techniques. Listening Skills The sales team will increase their listening effectiveness thereby improving their sales effectiveness. Closing Made Easy The students will develop a more positive and proactive attitude towards the closing process. The sales team will close more effectively and earlier in the sales cycle. F.O.W.Y.C. Principle The sales team will understand the importance of Focusing on What They Control as opposed to wasting valuable sales time focusing on those areas that lie outside of their control