This highly customized Program for salespeople of all experience levels provides an in-depth examination of the attitudes and skills practiced by top-achieving sales professionals. Participants gain the ability to understand clients' needs, present their company's features and benefits, and apply customer-focused selling skills in confirming business and overcoming buyer concerns.

• To gain a greater understanding of current trends in the sales profession
• To learn to understand and relate to customer needs
• To enhance self-awareness and understanding of personal growth and change
• To understand and apply customer-focused selling skills
• To share ideas and experiences with other sales professionals

Topics Covered:

• The consultative approach to selling
• Goal-setting for personal and professional growth
• Maintaining a positive attitude
• Planning and researching prior to contacting a potential client
• Cultivating business from new and existing sources
• Questioning and listening skills
• Discovering customer tangible and intangible needs
• Presenting features and benefits
• Understanding client behavioral styles
• Providing solutions with effective presentation skills
• Knowing how and when to ask for the business
• Overcoming buyer concerns
• Establishing trust and building lasting relationships

Program Format:

• Pre-Program Process includes: customer research, participant pre-work exercises, and development of customized role-plays and case studies.
  
• Three-day Program is facilitator-led with emphasis on practical exercise, group discussion, and role-play.
  
• One-on-one Follow-Consultation sessions are held with each participants six weeks after the Program to reinforce training concepts.
  
• Optional Sales Skills Assessment program available through our affiliate ADCON, Inc. to evaluate participants’ effectiveness in using new skills