Training Events to Improve Sales Skills
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August 2019
SMC Two Day Boot Camp
Learn to: Determine what you really have to sell: your “Differentiating Value.” l Identify the pivotal point where sales are made or lost. l Define emotional vs. logical prospects and their decision-making process. l Help your prospect create the budget for your product or service. l Sell to committees effectively. l Identify/eliminate competitive threats. l Move from prospecting to business development. l Reach prospects with email, direct mail and voice mail. l Develop your 20-second introduction. l Prevent commoditization of…
Find out more »Funnel and Drill Down
Getting to the 3rd or 4th level of pain. Making sure there are compelling reasons to buy. How to attempt to “end it” if there is not pain. Getting to the business results and personal wins of the prospect. Learn how not to do “dog and pony shows.”
Find out more »October 2019
Handling Stalls and Objections
Tactics on how to deal with potential concerns, apprehensions and potential risks prospects may have.
Find out more »Reduce Buy Cycle
Did your OMG evaluation indicate that you have "non-supportive" records/beliefs? Then you must attend. Establish goals for what you want and learn to make quick decisions about personal purchases. Learn to buy NOT based on price, and how to make major purchases without a lot of time or research.
Find out more »November 2019
First Call
Learn how to help the prospect do the talking. Know what questions to ask and why you are asking them (use how and why questions). Know the “pains” your company can solve, and how not to get emotionally involved.
Find out more »Essential Questions & Listening
Effective Listening and Essential Questions In the back of your mind, have you always wondered what those extraordinary questions are that million-dollar producers ask? How do they know so much about the client’s process? How do they get the work without submitting a proposal? In this session you will learn the art and science of dialogue command. You’ll discover how asking a well-crafted question at the appropriate time will yield your desired effect and response. Walk into your next sale…
Find out more »Goal Setting
Know what must be done and why. Develop action plans that can be followed. Identify possible obstacles and plans to deal with them. Create checkpoints and debrief daily.
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