47227 Courses delivered On Demand

Prospecting is the search for something of value and persistence is a vital component in prospecting. We will guide you through various techniques to overcome your prospecting fears. Discover the four principles of prospecting psychology so that people will let you into their world and how POWER prospecting engages the right frame of mind. Understand the most vital tool to engage the interest of others in your offerings. Learning Objectives Describe how to create a successful prospecting mindset, Define essential sales terminology, Implement POWER Prospecting techniques Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams

Evaluation questions help move people from being unaware of their trouble, into awareness and a desire to change. evaluation questions help buyers explore the extent of the damage their trouble is causing. understand all the benefits of evaluation questions and when to use this the most effectively. Learning Objectives Explain four ways people leave their comfort zone, Describe the consequences of not using Evaluation questions in a major sale, Apply Evaluation questions to build urgency for change Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams

The Confirm-It Funnel helps control sales activities, forecast, motivate, organize sales time, and insure consistency of sales results over time. Discover the four major steps in every sale and how to be in control of these steps. You will learn how to account for varying degrees of potential and assign a weight according to one single criteria. Understand how to use the funnel to detail specific steps of activities along the way. Learning Objectives Explain the benefits of using the Confirm-It Funnel for organizing leads, Forecast sales results, Determine a lead's value and priority by assigning "weights", Identify next steps for advancing the sale, Eliminate the feast or famine "roller coaster" effect of unpredictable sales Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams

Understand the factors that contribute to poor performance include lack of understanding roles, responsibilities, and accountabilities. We will show you how to measure team performance by individual behavior, individual results to the team, team group dynamics and, team group results. Use the RASIC matrix system to bring clarity and structure to unclear team roles and responsibilities so that you can structure high-performance results. Learning Objectives Apply four ways to measure team performance, Implement the RASIC method for structuring high performance Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams

Understand ten techniques to confirm and close sales and why they often most effective when combined with each other. These include the direct sales approach, incentive confirmations and deadline events to help motivate the buying decision. Learning Objectives Apply 10 techniques to confirm and close sales, Identify multiple script examples for each technique Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams

This course will ensure that you maximize your daily activities more effectively and take back control of your time. Understand the importance of setting a goal and why it is important to be proactive rather than reactive. Why is a mission statement important and what are the three elements of an effective mission statement? Prioritize your tasks more effectively according to the urgency and importance of the task at hand. Learning Objectives Schedule goals and activities, Find hidden sales time, Utilize the Sales Funnel for managing time, Apply the 80-20 Rule to allocate time Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams

The most important communication behavior is being able to communicate in an open, safe, and supportive culture. High performance teams use a wide variety of effective communication skills, the bottom line is to be understood. We will show you how to practice the three R's - be reliable, responsible, and reasonable. Understand how to maintain optimal levels of communication awareness. Learning Objectives Explain common team communication challenges. Implement 20 communication traits of effective team members Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams

Trust is a prediction of reliance on an action. Understand the elements for building trust and how the elements of earning respect includes continuous learning, being productive, showing appreciation, getting competent, being passionate, listening, being considerate, using no excuses, building trust, and respecting yourself. Learning Objectives Define trust, Apply nine ways to build team trust, Implement ten ways to earn respect in a team Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams

Understand the three goals of qualification and how to apply suitability, eligibility, and forecasting. Discover how to quickly qualify the appropriateness of a prospect to your offering. We will guide you how to use your emotional intelligence to subjectively assess how you feel about an account relative to a sales goal and adjust strategically. Learning Objectives Describe the big five categories for qualifying buyers, Identify the three goals of qualification, Create screen test questions to work with suitable and eligible prospects, Apply your emotional intelligence for strategic guidance Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams

Implement the very effective color-code system to work your leads, ranging from red 'A' leads to blue 'D' leads. We will show you how to use marketing mutilation to personalize your correspondence. Discover how you can stay top-of-mind developing long-term leads. Learning Objectives Strategically organize leads into different classifications to convert them into a sale, Manage and work leads by degrees of buying readiness using a color-code system, Advance prospect buying readiness from uninterested to a confirmed buyer Target Audience Managers, Team Leaders, Young Professionals, Sales Professionals, Customer Service Teams