Get
Your Inside and Outside Sales Teams Making
More Sales,
Wasting Less Time and Transitioning
From Order-Taking
to Pro-Active Selling
PROGRAM
CONTENT:
Inside Knowledge: Professional
Sales at BSA
Module
1: You, the customer and what they expect…
A look at the people side of business…how you think…how they think
and what they
expect from you.
Module 2: What are you supposed to do?
A clear understanding of your role as an inside/counter sales professional
and some
Tricks of the trade for managing your time.
Module 3: The Sales Process
Selling has specific steps that have to be done in order. The goal of this
module is to
make it easier for you to sell by showing you what the steps are; what you
need to do
at each phase and what is supposed to happen next.
Module 4: The Quote Process
Professional selling on the inside means doing the best you can with quotes.
We will
show you how to do more with the opportunities you get.
Module 5: The Proactive Inside Sales Professional
You can have an impact on sales by the way you handle the inbound calls (and
visits).
We will show you ways to increase the value of the sale by presenting the four
basics
of inside proactivity---upselling; companion-selling; cross-selling and dead/slow-
moving inventory.
Module
6: Handling Objections—especially price objections
Objections are part of the sales job. We will show you why you should welcome
them
and more importantly, what to do when you get them.
Module 7: The Inside Sales Call
Sales calls are part of the job—even on the inside. We will show you
how they are
supposed to look and what you can do to increase the value of this important
part of
the sales process.
Module 8: Handling complaints
Your job does not end with the sales—but when we have a satisfied customer.
In this
module, we will show you how to turn bad situations into good ones—and
help to
retain the customer in the process.
Module 9: Inside presentations
Whether you think you make presentations or not—you do. This module will
help
you to feel more confident when you have to give the customer the information
that
they need.
Module 10: The Inside/Outside Partnership
This section describes how to strengthen the partnership
between what you do and the outside sales team that you
work with.
Outside the Box: Professional
Sales for Field Salespeople
Module
1: Start at the Beginning…goals and sales plans
What is the job of a field sales professional? In this module, we lay it out
for
you including a special section on goal clarity and simple account planning.
Module 2: Creating a Winning Value Proposition
To win, you have to be clear on why your solution is better than your competitors.
We will give you everything you need to develop and document your value
proposition—so you can begin fighting the price objection from the
beginning.
Module 3: The Art of Selling
Most of this program is about the “science” of selling but we will
spend some time
working with you to create some ways you can be more “likeable” with
your
customers.
Module 4: The 6-Step Sales Process
In this module, we will expose you to a formalized (not scripted) sales process
that
will help you to be more effective. We will discuss the first two steps of
this
process—and also show you how to improve your prospecting.
Module 5: The Rest of the Story
Here, we will show you the rest of the sales process (Steps 3-6) and show you
how to
get more business—with less work.
Module 6: The Perfect Sales Call
The sales call is the building block of the sales relationship and we will
show you the
definition of a professional call and how to get more out of what you are doing.
Module 7: Telling your story
Presentations are part of what a sales professional does and we will give you
ways to
increase the quality of your presentations.
Module 8: Fighting the Price Objection
The key objection is the price objection and we will give you many different
ways to
fight it—and win.
Module 9: Managing Your Time
As a sales professional, you know your most important asset is your time.
Learn
the things you do that waste time and ways to get more out of your day without
working harder.
Module 10: Sales Management Tools and You
You may think they are for managers only, but the tools they ask you
to use---
like itineraries, account profiles, target account lists and opportunity tracking
are
really for you. Learn how to make money from them.
Sales
Manager's Program
MODULE 1: Goals and Planning
In this session, you will start at the very beginning and
answer the key questions to create an overall plan for
your sales team.
MODULE 2: Sales Organization
What kind of sales organization do I need? What kind of salespeople
do I need? These are important questions in accomplishing
your sales objectives.
MODULE 3: Hiring the Right Salespeople
In this module, we take it one step further by helping you
to better define the salespeople that you need (and hire
them).
MODULE
4: Creating Your Value Proposition
Arm your sales team with some “real” reasons why your customers should
either switch from their existing suppliers
or stay with your organization.
MODULE 5: The Six Step Sales Process
Learn the six steps of the sales process and see what parts
you currently do…and maybe what you should be doing
more of.
MODULE 6: Improving Profitability Through Joint Sales Calls
Many sales managers have neglected this part of sales management.
The only way you know what happens is to observe what happens.
MODULE 7: Sales Management Tools I
Approach these with an open mind. Successful sales organizations
use sales managment tools. If done correctly, they take
very little time and add great value.
MODULE 8: Sales Management Tools II
This session includes two of the “Big Three” sales
management tools— Itineraries and Opportunity Management.
These tools, combined with the use of Target Account Lists
serve as the minimum that we recommend for a well-managed
sales organization.
MODULE 9: Sales Training and Development
One of the key roles of sales management is developing the
sales team. In this module, we present a simple way for
you to define training needs—as well as the pros
and cons of various training methods.
MODULE 10: Compensation
Over the years, sales leaders have often attempted to use
compensation as a substitute for sales management activities.
In reality, compensation is merely the last shove in the
right direction that your team needs.
How
to Sign Up:
1. Fax
or Mail-in Your Order Form- Click
Here
2. Place
Your Order by Phone Now: 864.654.3997
Module
Content and Pre-assignment materials