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Training Modules: Creative Selling Skills and Techniques
Curriculum Objectives
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
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