The Truth about Trust ™ Collaborative Selling Entertaining Business Training Wynn Solutions on-site trainers are experts at making information engaging, entertaining, memorable, and easy to understand. About Wynn Solutions training programs

See Wynn Solution's trainers in action! Seven-minute streaming video All programs can be customized to your industry and your organization's current challenges.

Key Objectives

• Create a collaborative selling environment: Asking effective questions and delivering high-value solutions
• Improve information gathering skills and create more effective presentations: Creating universal and specific value propositions
• Improve appointment setting skills: Clearly delivering value on the telephone
• Create and leverage long–term client relationships
• Dramatically improve need identification and solution development
• Increase the effectiveness of client management techniques
• Increase understanding of the clients’ behavior in the sales process
• Develop sales process guidelines: Make sure basic selling skills are consistently implemented
• Improve cross-selling process across all lines of business and help salespeople to recognize opportunities
• Increase referrals and networking results
• Gain a better understanding of how much control we have over our results
• Have fun!

Suggested Agenda

The Truth about Success: Building Relationships

• How to avoid making clients/prospects wrong
• Being the best vs. being consistently chosen: Selling successfully when the competition has greater product/service depth/resources
• The truth about trust: How to make sure your clients/prospects feel heard
• Listening like and industry leader: What the most successful have in common

Presentation Skills

• Listening in action: Finding out what’s important
• Everything you ever wanted to know about great sales questions but were afraid to ask
• Avoiding “death by PowerPoint”: Structure and flow
• Building customized Q & A sessions into your presentations
• How to give and gain clarity in difficult situations

Goal Setting and Time Control

• Defining the right outcomes
• Five-year plan: The big picture
• One-year plan: Creating your action agenda
• Monthly plan: How do you measure success?
• Controlling your time effectively: The secret to time control
• Developing your market and territory: Overview

The Best Telephone Skills on Earth

• Setting appointments
• How veterans can be impaired by their own experience
• Clearly explaining value in twenty seconds
• Getting calls returned
• Getting past the gatekeepers
• Cross-selling: Pre site-visit account examination to match needs with solutions
• E-mail and Web sites: What’s working

The Art of Making the Deal

• Developing your unique selling proposition: Core concepts
• Asking the right questions: Client profiling (identifying needs)
• Dealing with wannabe decision makers
• Determining the strengths and weaknesses
• Looking for buying signs: Not making a presentation too soon
• Selling your company as the solution: Specifics on ROI
• The collaborative selling process: Ask, listen, agree and recommend
• Developing objections in advance and building ironclad rebuttals
• How to plant effective seeds of doubt without talking bad about the competition
• Handling objections: How the heavy hitters do it
• Cross-selling: Looking for opportunities
• Overcoming price objections: How to attach value to need
• Asking for the business: Gaining agreement/closing techniques
• What to do when you can’t get the deal: Secret of the top 2%

Leveraging Key Relationships

• Getting more than referrals: Positioning techniques of the top 2%
• Effectively explaining the value of your product/service to referral sources
• Networking : What’s working in your industry
• Developing advocates: How to build long-term relationships in the community

Belief Systems Create Our Experience: How Much Do You
Think You Can Sell?

• Looking at your natural reoccurring patterns for success: How attribute sales assessments can help maximize strengths and minimize weaknesses
• How action and adaptability create opportunity
• Knowledge is not power: Implementation in power
• Your role: Helping the client grow their business

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

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