Sales Training Program Description TRANSITIONING from a SERVICE to SALES culture

All sales training programs are customized to suit your organization's needs.

TRANSITIONING from a SERVICE to SALES culture
Questions about this program

Objectives

• Make the transition from a service to a sales culture
• Improve customer profiling process
• Create and leverage customer relationships
• Dramatically improve need identification and solution development
• Increase the effectiveness of customer management techniques
• Increase understanding of the customer’s behavior in the sales process
• Develop sales process guidelines: Make sure basic selling skills are consistently implemented
• Improve personal motivation and help salespeople to recognize opportunities
• Provide cutting-edge selling skills to improve closing ratio
• Gain a better understanding of how much control we have over our results

• Being the Best vs. Being Consistently Chosen ™: Why people buy
• The truth about trust: How to make sure your customers feel heard
• How to communicate customer care
• How to build relationships that lead to a sale
• How to leverage those relationships into closed deals
• Positioning techniques of the top 2 percent: It’s not who you know, it’s who knows you
• Effectively explaining the value of your service: How action and adaptability create opportunity
• Your role: Helping people get what they need
• Developing advocates: How to build long-term relationships in the community
• Keeping your customers/prospects connected so they don’t shop around
• Belief systems create our experience: Igniting your self motivators

• Know-it-all experts
• Indecisive stallers
• Complainers
• How to deal with customers who want everything
• How to give and gain clarity in difficult situations
• How to prevent payment delays
• How to understand the needs of special clients
• Dealing with deal hunters
  

• Prioritizing
• Goal setting and time control: How to control your time and efforts
• The fine art of follow-up: Creating and using a repeatable process
• How to develop an easy-to-maintain prospect-to-customer process
• Day-to-day customer management: The specifics
• How to effectively use contact management software: Making it simple
  

• Inbound call-taking and setting appointments
• Getting calls returned
• The collaborative selling process: Ask, listen, agree and recommend
• E-mail and Web sites: What’s working

• Asking the right questions: Subtlety profiling A, B and C
• Dealing with people who are slow to make decisions
• Determining the strengths and weaknesses of your competition
• Diplomatically planting seeds of doubt concerning competitor services
• How to lead them down the path of a sale
• Selling the solution: Specifics on ROI
• Developing objections in advance and building ironclad rebuttals
• Handling objections
• Overcoming price objections
• Asking for the business: The Socratic method of gaining agreement
• What to do when you can’t get the deal: Secret of the top 2 percent

Skill acquisition exercise examples

How behavior affects the sale
In this facilitated process, participants break into groups and try to agree on the level of satisfaction a customer receives from a hypothetical encounter with a relationship-challenged salesperson. This exercise provides insights into how our behavior can greatly reduce the impact of our skills.

Overcoming objections
Through a facilitated process, participants discover the six most common objections they face and together create effective solutions.

Assessing your listening skills
Participants listen carefully to what is being said by the facilitator and repeat what they hear. The rhyming sentences used by the facilitator are designed to distract listeners and get them to follow the pattern rather than the information. This exercise provides insight into how poorly people listen (the latest studies show that 75 percent retain as little as 10 percent of the information they gather) and demonstrates how top producers make the most of their listening skills.

Reacting effectively
In this facilitated process, participants break into groups and create scenarios involving the needs of problem customers. Then each group determines the effective response for each situation. This exercise provides tools for handling difficult behavior and gives insight into how our reactions create opportunity.

The sales call “live”
In this facilitated process, participants individually create three customized questions based on the information presented in this segment and role-play with a partner. Then the entire training team splits into two sections: the customer consulting group and salesperson consultant group. Each team selects a representative and coaches him or her through a role-playing session. This exercise provides tools on how to move from objections to gaining agreement and gives insights into what we often forget about effective communication when we are in front of customers.

Draining the doubt
In this facilitated process, participants make a list of three goals or accomplishments that they believe are just outside their reach. Then they use a patented process to literally remove the feeling of doubt around each item on the list. Due to our agreement with the creator of this exercise, we cannot describe this process in print. We will, however, be glad to discuss it verbally at your request.

Available upon request: Ask for details

The training segments/topics contained in this program represent suggested agendas and are designed to be customized to your specific needs.

The skill acquisition segments also can be customized and can vary in length. These segments do not represent the only interactive participation in each segment. Each segment is approximately 30 percent presented materials, 35 percent skill acquisition, and 35 percent interactive facilitation.

Please contact Wynn Solutions to discuss your training needs. Due to our partnerships with some of the nation's best speakers, trainers and leading authorities, we are able to offer your company a large variety of the highest quality training solutions. Phone: 888.833.2902, e-mail Wynn Solutions