Accelerating the Sales Cycle: How to Sell Faster, Better, and Smarter is our foundation sales skills course, 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 six discrete sales skill elements:
- Research skills. Before you make your first call to a company, you'll want to know a few things about your target company and target prospect so that you sound engaging and intelligent. We'll show you some ways to use your CRM and internet-based tools that can make first conversations compelling. And we'll show you how you can do your research in 3 minutes or fewer so you can still make your call numbers.
- 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.
- 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.
- 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.
- 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.
- Sales Objection 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.
Contact Geoff now to ask questions or schedule a class.