Workshop on Power Selling
This two (2) day Power Selling Workshop is designed specifically to provide you with real world sales expertise from an entrepreneurial perspective. You will be able to apply this expertise in your business immediately. Whether you’re a sales novice or a skilled practitioner you will benefit from our unique proven approach based on years of personal entrepreneurial sales experience and teaching.
Entrepreneurial sales are a whole lot different than selling for large corporations. To be truly effective, you will need more than just basic sales skills. You will need to understand prospect psychology, internal corporate dynamics, product positioning, non-traditional lead generation, and much more that we will cover. Participants who have their own businesses are encouraged to use them in the exercises and for the homework assignment. Participants that don’t have a business or a business concept presently will be provided with an abbreviated new venture business plan for them to use throughout the workshop.
In our workshop, we will utilize the following tools to maximize participants’ learning effectiveness:
- Lectures
- Group Discussions
- In Class Exercises
- Case Study
- Homework Assignments
- Role Playing
On completion of the workshop, you will be armed with a dynamic sales methodology for generating more qualified leads, getting in front of more prospects, creating greater prospect interest, closing more sales, and managing the sales process more effectively. Not only will you be able to mold your new sales knowledge to any business now and in the future, but you will also have a set of tools to simplify the process.
Objectives include but are not limited to:
- Providing a solid foundation of sales knowledge so that every participant in the workshop is proficient in key sales terminologies, marketing and sales methodologies and with the different sales models available. Specific focus will be on prospect psychology and corporate dynamics and how they impact a successful sales strategy
- Discussing the specific types of market research that is best for identifying prospect attributes that are most correlated to buying interest
- Reviewing the interrelationship between marketing and sales and discussing the issues that often result and the steps that can be taken to minimize these problems and maximize their combined effectiveness
- Understanding what customer acquisition cost is, why it’s important, how to calculate it and what can be done to reduce related marketing and sales costs without negatively impacting sales results
- Explaining the importance of and the process for generating qualified leads. We will be exploring the benefits and detriments of different lead generation alternatives and discussing which set of tools are best suited for which types of businesses
- Providing participants with a functional expertise in telemarketing, sales call design, and implementation and a providing a forum whereby they can test the effectiveness of their skills and receive feedback
- Discussing what sales presentation characteristics increase interest, and are most applicable for motivating and persuading prospects to purchase
- Examining common prospect sales issues and processes for best managing them
- Reviewing and analyzing the different types of marketing and sales tools, forms and systems that are available to help companies to maximize sales results
- Understanding the importance of sale management, including how to: identify and hire the best salespeople; manage a sales force; and compensate salespeople to maximize sales performance cost-effectively
Workshop Activities
- Workshop Overview
- Creativity and Customer Driven Needs Exercises
- Tools for thinking on your feet and outside of the box
- Sales Knowledge Foundation
- Prospect Psychology
- Creating A Business Marketing Message That Sells
- Developing High Impact Marketing Tactics
- Exercise
- Lead Generation
- Exercise
- Getting In Front Of Prospects
- Sales Presentations
- Homework Assignment
- Closing the Sale
- Sales Management
- Sales Presentations
- Prospect Questions
- Analysis and Feedback
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