Instant Sales Meetings: Topics

SECTION

DESCRIPTION

1

Explores what customers look for in a sales representative and whether your representative is a "Partner" or a "Pleader."

2

Looks at how a representative can make a customer feel unique; how to find out a buyer’s frame of mind and how to employ techniques that will diffuse a difficult customer attitude.

3

Strengthens time management and how effective time management techniques can impact the success of a sale.

4

What makes your company and products unique in the customer’s mind? This segment determines that and how those attributes can be used as a competitive strategy.

5

Discover what makes customers defensive, how to defuse it and build ongoing relationships.

6

Look at seven steps that make up a consultative approach to selling.

7

This combined session answers the four questions that are in every customer’s mind. It goes on to explore how many sales representatives talk themselves out of sales.

8

Giving your representative new ideas to get them in front of the decision maker is the key objective of this section.

9

Help your representatives crystallize a vision in the customer’s mind determine how your products or services can fit into that vision.

10

This segment will aid your representatives in choosing where to best spend their time and determine the untapped potential in their territory.

11

Getting information from a customer is always difficult; particularly when it involves asking "touchy" questions. Find out how to ask those sensitive questions in this segment.

12

Industry jargon creeps into our day to day discussions. Do our customers understand it or are they potentially upset by it? Your representatives will find out and learn to translate your terms into those better understood by the customer.

13

This section covers how to "save the customer money" by building in value into your pricing presentation.

14

Your representatives will clearly understand their customer’s hidden fears and how to overcome them in this segment.

15

What are hesitations and how are they different from objections? What makes a great proposal? This chapter covers both.

16

Resolving a hesitation in the customer’s mind is never easy. This section explores ways to move the customer away from "I want to think it over."

17

Equalize your power with the customer by determining the added value your representatives bring to the table. This segment shows that our customers really do need us.

18

The small customer; demanding and at times difficult. How to deal with these dynamics are the core of this session.

19

In this section, your representatives will learn how a Win - Win relationship can be far more profitable than the traditional Buyer - Seller strategy.

20

What’s behind that customer’s door? This segment gives your representatives techniques to find out a great deal about the account before ever opening that door.

21

The strongest skill a sales representative can employ is listening. Build that skill through a two step process outlined in this chapter.

22

We often hear the term "Sales Professional." Find out what that means and how to use it to a selling advantage.

23

The "bottom line" is not always what the customer has in mind. Explore the ways you can find out in this segment.

24

Every sale is built with a number of tools. Does your representative have the right ones and are they being used? Find out with this session.

25

After sale follow up can sometimes be the most profitable part of the selling cycle. This section will show your representatives how the selling cycle never really ends.

26

"No" can be the best word you can hear if you are ready for it. Prepare your representatives with this section.