Accelerating the Sales Cycle: How to Sell Faster, Better, and Smarter consists of a as a curriculum that has proven success in Europe, Asia, and North America. It's appropriate for junior-level sales people as well as highly experienced sales professionals. The first hour is devoted to essential communication basics, and quickly ramps up to sophisticated analysis, questioning, and closing techniques. The class focuses on the following five discrete sales skill elements:
1) Contact skills. If you can't reach a real person, you can't ask qualification questions, or make a sale. This element focuses primarily on contacting people high on the decision chain.
2) Questioning skills. How do you ask every question you'll need to ask in order to fully qualify the prospect, and do it in 10 minutes or fewer? And how do you do it on the first call? This is the essential skillset needed to determine your prospect's business need, and return-on-investment requirements.
3) Closing skills. No trickery here. We teach you to frame the solution to make functional and economic sense within the technology and business mindset of the prospect.
4) Constructing skills. In enterprise selling, understanding, then charting both the decision, and the sign-off chains of command is critical to the business at hand, and future business as well. We teach you to ask the questions that will enable you to draw a line from your contact directly up to the CEO, and be able to identify everyone in that chain.
5) Objection handling skills. Superior questioning skills are the critical element to understanding roadblocks the prospect may unveil during the closing process. Here, we'll discuss the most common objections, and provide specific answered customized to your company's solution.
As the final part of the classroom curriculum, we'll conduct role-playing situations identical to the ones you'll face once you're out of the class and back on the telephone. Each rep will be tasked with selling to a "prospect" he or she will reach by telephone.
After the class, we will coach each individual rep during actual telephone calls, with real prospects, in the rep's actual sales territory. Coaching calls can be made in French, Italian, Spanish, or English.
Pre-requisites for attendees: Proficiency in English (accents are fine)
Duration of the class: 2 days of classroom curriculum; up to one hour live coaching with each rep.
Pricing: please contact us for details. Final pricing will be provided in a formal proposal.
About your trainer: In addition to a Master's degree in Education, Geoff Alexander has a Diploma in French Language and Civilization from the Sorbonne. He has written extensively on Southeast Asia, and is a member of the Foreign Correspondents' Club of Thailand.
In addition, if you're looking for a negotiation skills training course that specifically addresses negotiating with Western buyers by telephone? Our Negotiation Skills for International Telesales Representatives: an ROI Approach course takes these concepts one step further, providing techniques and strategies to overcome the tough negotiating skills used by North American buyers of technology-based solutions.