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Superior Sales Strategies(S³)

"You can pay more, but you can't buy better training."

The Superior Sales Strategies (S3) course  is designed to help new and experienced sales persons. The course covers nine (9) skill areas: Time Management, Communication Skills, Customer Service Skills Prospecting, Sales Mechanics, Selling Processes & Systems, Closing Techniques and Handling Objections, and Negotiation Skills. The manual (254 pages) can be used as individual training content for self development or by a sales trainer or facilitator in a group training environment. The package also comes complete with Participant Materials (239 pages) and PowerPoint Presentations for each of the nine sections. The trainer can simply import the slides into the company template and animate them as desired. Each section of the Superior Sales Strategies course (S3) can stand alone or certain sections can be selected based on the needs of the sales force or customer service staff.

Superior Sales Strategies(S3)Course Content

Time Management
Each of the eight sections of the Superior Sales Strategies course is critical to the success of all sales professionals. The way that each salesperson manages time is critically important. If we accept that the most and least successful salesperson has the same amount of selling time, I believe that it is fair to say that he more effectively that times is utilized, the more effective each salesperson can become. Therefore, the Superior Sales Strategies Course includes a refresher on time management. This section of the S3 course will examine some of the factors that affect time management and offer some techniques to help the salesperson to regain control of their most precious commodity, time. Each participant in this course should complete the Time Management Skills-Self Appraisal © located in the appendix.

Communication Skills
The art of effective communication skills is one of the most important sales tools. The most attractive offer that is poorly communicated or organized will not produce the desired outcome in most selling situations. Most of us have experienced a sales interaction where we expected to discuss a specific issue only to have the conversation veer in an unexpected direction. As a result, the salesperson and the prospect, customer or client probably left the discussion uncertain about what to do, what agreements were made and the deadlines for completed action. The Superior Sales Strategies (S3) Course offers a solution to this problem. The Focused Discussion Model will help salespeople and others to communicate more effectively by using a five step process. The focus is on listening and asking the right questions in the right way. In a sales or negotiation interaction, you must get people to focus on what's important, to work together to come up with an idea or a plan, and to walk away committed to following through on the actions to which everyone agreed. Each participant should complete the Listening Self-Inventory. The Answer Key is located in the appendix.

Customer Service
Many organizations have a distinct sales and customer service functions. However, customers typically feel that the sales person is an appropriate point of contact. In other words, they don’t care your company is organized. They just want excellent service. There is gold in every contact with a customer and sales people need to know how to mine it. The PRIDE Model of Customer Service is effective for the salesperson and the customer service staff if you have such a staff. Now I am sure that you know this, but it can never be emphasized too often. It is better to retain a present customer rather than to have to find a replacement. Additionally, every contact with the customer, client or prospect is an opportunity to deepen the relationship, ask for referrals and sell additional products or services.

Prospecting
Prospecting is a necessity because salespeople need to replace and generate new customers to grow and sustain the business. Prospecting is difficult and you have to talk to a lot of people before you find a customer who will buy from you. Salespeople must be highly skilled in qualifying prospects. This course presents an ideal sequence to discover the elements of information from prospects. However, in daily practice the answers may be determined out of sequence. Various customer and need profiles are provided along with sample questions and dialog that can be adapted to your industry and product line. Prospecting sources, how to ask for referrals and cold calling templates are included.

Sales Mechanics
There are many tools to help salespeople maintain open communications and manage customer relationship. We explore the concept of these Customer Relationship Management (CRM) systems and how they can help to build and deepen the sales relationship. Customer needs can be addressed more quickly and efficiently, additional data can be gathered to develop new business solutions, directions, and more effectively communicate the offerings of the company. This section explores sales strategies, sales proposals, cold call pressure, setting desired outcomes, building sales rapport and trust, sales script closing, low key selling and sales killers.

Sales Processes and Systems
Selling and sales training courses, programs, and products are only one part of the picture. Successful selling requires understanding and capabilities that extend beyond “sales training” skills. Selling is inclusive of people, ethical business, corporate responsibility, communications, behavior, personality and psychology, self-awareness, attitude and belief. Professional sales people must understand how people and systems work to enable desired outcomes. Sales training courses can addresses some of these issues. The more you understand about how people think, how organizations work and how they are managed, the more effective you will be.
 

The Superior Sales Strategies(S3) course explores several sales systems including the ADAPT, LAIR, LOCATE, Open Plan Selling (OPS), SELL, Seven Steps Process, Relationship Selling, SPIN Selling, Features, Advantages & Benefits (FAB), Unique Selling Point (USP), Unique Perceived Benefit (UPB) and Consultative Selling. One or more of these systems may be more suitable for your particular industry or product line.

Closing Techniques
Research and surveys have asked people why they did not buy when initially presented an offer. The most common answer was they were never asked. The prospects were contacted, a product or service was demonstrated to them, and their questions were answered. In some cases, they were convinced of the value of the offering and probably would have gone ahead, but nothing happened. The salesperson didn't ask the prospects to make a commitment or to part with their money, so they didn't.

The solution to this dilemma is to train the salesperson to recognize how and when to ask for the order. In this section the salesperson will learn the Master Closing Formula originated by Charles B. Roth in his book, Secrets of Closing Sales. Additionally, the salesperson will learn how to manage the various types of objections and thirty five closing techniques. Each of the closing techniques include a description of the technique, Examples of how to structure the close and the rationale of why and how it works.

Negotiation Skills
I would characterize negotiation as an art form. Unlike a science, there is no consistency in stimulus and response. In other words, a successful tactic used on buyer A under certain conditions may produce an entirely different result on buyer B under the same conditions. Secondly, experienced buyers are likely to be familiar with a number of negotiating tactics. Third, many of the same tactics could also work for sellers.

In this section, we present thirty six negotiation tactics. A number of the tactics are presented from the seller’s viewpoint with some examples of how the tactic is used. The examples are broad and general in nature. After each example, you have an opportunity to craft an example from your actual experience that is specifically related to your industry, product line or service.

Next, we present the countermeasures that can be used to defeat or respond to a particular tactic. Again, you need to interpret that countermeasure in the context of your industry, product line or service. Finally, you have the opportunity to develop or customize a unique and personalized defensive countermeasure that relates to your industry, product line or service.

The Superior Sales Strategies (S3) course is loaded with information, tactics, strategies and sales content. You are encouraged to read it over and over for inspiration and content.

Select Your Training Option

Option 1

Purchase the Superior Sales Strategies (S3) Manual and use the material to build your skills or train your staff. The manual is distributed as a PDF for $268.95.

+ FREE PowerPoint Presentation - import company template and you are ready to go!

+ FREE Participant Materials - just print out the number of guides you need to train your staff

+ FREE Email Implementation Consultation  

Option 2 - Two Day Workshop

Purchase the Superior Sales Strategies (S3) Workshop. We will provide all participant materials and the services of an expert trainer at your location. Up to twenty (20) participants may attend the workshop. This is a great value because you can schedule any participants you want, even from another division of your company to spread the cost. If your organization wishes to discuss the Superior Sales Strategies (S3) Workshop, call (228) 875-8275 or e-mail.

Session Agenda

Option 3 - Train–the-Trainer Workshop (Three Days)

Purchase the (T³) Train the Trainer Superior Sales Strategies (S3). You will receive the Superior Sales Strategies (S3) workshop materials as a PDF that includes the content, participant materials and a PowerPoint presentation that you can edit and use your company templates. We will provide an expert trainer at your location to teach your managers how to conduct the workshop for your associates. Up to 20 participants may attend the T³ workshop. This is a great value because you can schedule any participants you want, even from another division of your company to spread the cost. If your organization wishes to discuss the Superior Sales Strategies (S3) Workshop, call (228 875-8275) or e-mail.

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