Outbound Business to Business Sales Training

(Generic Outline - All Training is Customized for Individual Clients)

All training programs include instruction, interaction, skills practice, exercises and role-playing on various parts of the course.

Understand and Apply Key Elements of Relationship Selling
    Intention - Be determined in advance
    Relationship - Build rapport with your customers
    Discipline - Be self-disciplined and practice
    Skill - Learn the skills and techniques required


Call Path Control - The LAMAŠ Technique
    What it is and Why it Works!
    L - Listen
    A - Acknowledge
    M - Make a Statement
    A - Ask a Question


Learn to Sell Consultatively - You Never Have to be "Pushy" Again!
    Soft Sales - What to Say and How to Say it
    Understand the Difference and Learn to Speak Confidently about:
      Features
      Benefits
      Competitive Advantages


Seven Steps to a Successful Call
    1. Opening Greeting
    2. Determine the Needs of the Customer
    3. Present Sales Message
    4. Trial Close
    5. Handle Objections
    6. Close for the Sale
    7. Wrap-up


Make Offers for Additional Services or Sales
    Transition to Sales or Conclude the Call?


"Handling" Objections - No need to "Overcome"
    Open the Conversation to Solve, Resolve or Dissolve the Objection
    Three Ways to Handle Objections
    1. Emotional
    2. Demonstrative
    3. Logical


Three Ways to Up-Sell and Cross-Sell
    1. Recognize and Act on Buying Signals - What is a Buying Signal?
    2. Seed the Sale - Plant the Seed and Prepare the Customer for the Up Sell or Cross Sell.
    3. Traditional/Transitional Method -Smoothly Transition to Additional Sales.


Closing Skills
    Trial Closing Techniques
    Direct Closes
    Assumptive Closes
    Alternate Choice or Contained Choice Closes


Wrap-up Skills
    Summarizing the Agreements
    Invite Action
    Sell the Next Step in the Relationship
    How to Say Good-Bye


We will customize this course to the situations you have exactly. Let us give you a program that will be accepted by your Customers, used by your Agents and retain your Customers for Life.