sales training seminars

If selling were simple you wouldn’t need seminars… But it isn’t!

That is why the top twenty percent of the salespeople produces eighty percent of the sales volume. These top performers have learned skills, attitudes and behaviors that result in outstanding sales performance.

Accelerate Sales Results
Capture more business and increase margins with training on every phase of the sales process. In-House programs on Sales Negotiation, Presentations, Sales Strategies and Relationship Management will give your sales force the tools they need to become part of the top twenty percent.

“Behavioral Selling” Increase Sales Through Adaptability (learn more)
Gain the competitive advantage of using DISC Sales Strategies to improve the effectiveness of every member of your sales team. Sales professionals learn how to position themselves and their products and services with the Client’s needs in mind and how different “Styles” influence buying and selling.

“Value Added Selling” The Total Cost Approach versus Price. (learn more)
A buyer will compare you to your competition to get a lower price. It is the seller’s job to educate the buyer and point out where you have a competitive advantage in the long run. Selling the value of the other services you provide can how even though your price may be higher, the total cost of ownership is lower.

“Effective Sales Negotiating” Negotiate More Profitable Agreements. (learn more)
The world’s most widely attended seminar on negotiation developed by Dr. Chester KARRASS is available through Infocus Training. Learn how to protect your interests, create satisfaction for the other party and how to find a better deal for both.

“Time Mastery” Master the 12 Attributes of Time Management. (learn more)
Shorter deadlines, competing priorities, endless meetings, interruptions and higher quality expectations are just a few of today's time challenges. Yet the number of hours in the day remains the same. You can solve this dilemma by learning the practical skills reveled in the Time Mastery Seminar.

“Trade Show Selling” The Best Selling Days of the Year or A Missed Opportunity? (learn more)
Learn the common mistakes most booth staffers make and what is most important to a booth visitor. Draw real prospects into your booth and capture their interest.

“Attitude Is Everything” Increase Self-Awareness & Affirm Strengths. (learn more)
Learn how to transform negative attitudes, overcome self-imposed limitations and achieve new levels of performance. Improve relationships by understanding your values and the ones that drive others and the potential areas of conflict.

If you are not ale to establish relationships with a wide variety of people, you will limit your success. The traditional sales approach treated all buyers alike with generalized principals for selling. Behavioral science has proven that people are not alike and need to be treated differently. The same sales approach does not work with every customer. Tension and discomfort can result using the wrong approach. A salesperson's actions and approach can either turn the customer on - or turn them off!

For every behavior style there are words, body language and presentation techniques that work best. When you can adapt to the buyer's behavioral needs you can develop winning strategies for any sales situation.

Learn to identify your customer’s style and gain insight into their servicing expectations, their decision-making style, what motivates them, and how to effectively present your products and services.

Achievers know themselves. They understand their selling strengths and how to capitalize on them. They understand their limitations and work on overcoming them. Each attendee receives an in-depth analysis of their selling strengths and communication style in a 26-page DISC Sales Personal Insights Profile.

Value-Added Selling
Sell Value, Not Price - The Total Access Approach
Buyers use competitive leverage to get a salesperson to lower his/her price. Yet studies show that only 6% of the time is the purchasing decision made purely on price. Convenience, peace of mind, quality and the ability to innovate may be far more important. It is the buyer's job to try to get a lower price. It is the seller's job to convince the buyer that it is the total value of what they bring that is important, not the price.

Pre-Call Preparation
· Setting Call Objectives
· Developing a Strategy
· Developing a Call Planning Guide

Building & Maintaining Effective Relationships
· Identify Buying Motives
· Adapt to the Customer's Behavior

Determining Real Needs
· Asking the Right Questions
· Addressing Dissatisfaction
· Identifying the Buyer's Preferred Communication Approach
· Interactive Listening
· Discovering "Hot Buttons"
· What Customers Really Want and are Willing to Pay More For
· Discover 29 Things Buyers Reveal are More Important to Them Than Price

Selling Against the Competition
· Identifying the Competition
· Gathering Information About Key Competitors
· Gaining a Competitive Edge

Value Added Strategy
· Defining Value in the Buyer's Terms
· Identifying Your Organizational & Personal Strengths
· Differentiating Your Products & Services
· Demonstrating the Value You Offer
· Projecting Professional Attitudes

Assessing the Needs of the Audience
Delivering Presentations with Confidence
Fielding Questions

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KARRASS® Sales Negotiating
Why take no for an answer? Successful people don't. They get what they want by negotiating better deals for both parties.

The world’s most widely attended seminar on Negotiating KARRASS® Effective Negotiating seminar, teaches Strategies, Tactics and Techniques, and Psychological insights that can be applied immediately to make better agreements. Your agreements, understandings and relationships mean the difference between success and failure.

This is true whether you are:
· Determining the price and terms at which you    buy or sell
· Closing with an important customer
· Persuading others to work with and not   against you
· Settling a dispute with another department   or a strategic partner
· Finalizing and administrating simple or    complex contracts

The best learning experience occurs when the process is enjoyable. Many people are surprised by how much fun it is to spend two days at a KARRASS® seminar. Like the negotiating skills KARRASS® teaches the seminar is a win-win. You win when your career and bottom line improve and you win again when you trade stories and experiences and test your wits with others.

TOPICS: DAY ONE

MAKING MORE PROFITABLE AGREEMENTS:
•Creating satisfaction for both parties.

HOW OTHER CULTURES NEGOTIATE
•Different negotiating styles and approaches used abroad.

WHAT THE KARRASS® RESEARCH SHOWS
•The traits of successful negotiators; how to acquire and apply those skills.

THE ART OF CREATIVE COMPROMISE
•A Case Study: How to make a better deal for both parties in any negotiation

PRINCIPLES OF CONCESSION MAKING
•Learning when to concede; when to hold firm; and how to provide greater satisfaction to the other party.

FUNNY MONEY
•Negotiating for value rather than price.
•Never negotiate for funny money (piece price, warranties,   percents)

THE SUBTLETIES OF POWER
•How to gain leverage; and how to use it to gain your   objectives.
•A Case Study: How a seller can uncover the limits of the   buyer's power, even when selling in a very competitive   marketplace.
•A Case Study: How a buyer can gain leverage even when   negotiating with a sole source supplier.

THE DYNAMICS OF TEAM NEGOTIATING
•How to organize a team; an array of team tactics that   mean added leverage.

TOPICS: DAY TWO
WIN-WIN STRATEGIES AND APPROACHES

THE STRATEGY OF TARGET SETTING
•How to set and achieve higher goals during a negotiation.

STRATEGIES FOR TAKING ON A FIRM PRICE
•A Case Study: Techniques guaranteed to work in gaining a better deal from a supplier or on a car, house, or other major consumer purchase.

THE STRATEGY OF LONG TERM RELATIONSHIPS
•A Case Study: Finding win-win synergies to improve and strengthen the relationship between the two parties.

COMPETITIVE TACTICS TO WATCH OUT FOR
•Subtle traps into which even experienced negotiators fall.

TACTICS TO COUNTER TACTICS
•How to gain and maintain the initiative even when under severe pressure from the other party.

SETTING THE STAGE: A WIN-WIN AGREEMENT
•A Case Study: Comparing styles of negotiation that can facilitate or stymie agreement.

DISCOVERY TACTICS
•How to uncover the other party's hidden agenda.

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Time Mastery
Effectively Managing your Time and your Priorities

Time mastery is not a single issue but is multidimensional. Complete with your own Time Mastery Profile that measures your level of mastery in each of the 12 Time Management Attributes this 6-hour workshop will help you enjoy work and life more every day.

Your 30-page workbook takes you through each of the Time Management Habits and helps you prepare action plans for improvement.

IDENTIFYING WHERE TO BEGIN
As part of the program you receive two profiles that pinpoint your time management needs. The DISC Time PLUS analyzes the probable causes of inefficient time usage and the Time Mastery Profile reveals your strengths and weaknesses in 12 time management attributes .

Outline of Topics
· Key Concepts About Attitudes
Self-Discipline - The Key To Personal Freedom
. Changing Habits
· Establishing Clearly Defined Goals
· Know What To Do Through Prioritizing
· Conquer Procrastination
· Control Interruptions
· Improve Meeting Effectiveness
· Analyze Your Time Usage
· Mater Plan For Effectiveness
· Delegation Strategies
· Building Action Plan

Turn Activity into Accomplishment

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Trade Show Sales

Companies invest thousands of dollars and countless hours to participate in trade shows. Unfortunately they may not realize a return on their investment. A trade show can be the best selling days of the year or a missed opportunity.

Maximize the results you get from your presence at the show by preparing the people who staff your booth. Nine out of ten visitors at a show are people you have not met before and seven out of ten are decision-makers seeking solutions. They can make snap judgments on how viable your company is as a solution for them based on their impression of your booth's staff.

The best visuals, demonstrations and displays cannot overcome a poor impression. Salespeople are used to selling in an environment where they have time to build relationships and uncover needs. Trade shows are much different. Even your best salespeople are not prepared for the challenges trade shows present.

In a six-hour session you can arm your sales force and booth staffers with the secrets to increase show sales, uncover new opportunities and create lasting favorable impressions.

TOPIC OUTLINE

· Setting Show Objectives
· The Differences between Trade Show Selling and Field Sales
· Overcoming Trade Show Enemies: Time, Fatigue and Poor Attitudes
· Capturing and Holding Attention
· Developing Effective Approaches and Openers that Work
· Body Language that will draw visitors into your booth
· Getting the Most Out of Your Handshake
· 10 Absolute Don'ts at a show
· Identifying Real Prospects
· Asking Effective Questions Vs. Pitching
· 25 Questions to Get Your Prospect Involved
· Rapport Building on the Trade Show floor
· Follow up Procedures to Turn Leads Into Sales

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