Program Benefits

• Increase forecast accuracy
• Respond to Immediate needs and competitive threats
• Adjust selling approach to current economy
• Supplement existing programs
• Differentiate your company and offering
• Get to executives more often
• Understand critical needs of prospects
• Qualify more effectively
• Control the sales process
• Increase % of wins

Who Should Attend

• All Sales Personnel Responsible for Quota Attainment and/or Revenue Generation
• New Hire Employees
• Major Account Sales
• Inside or Telephone Salespeople
• Sales Support
• Sales Management

Details Below

Day 1

DiSC™ & Getting Out of Your Own Way -
(4 hours)

• What do You Bring with You to Every Meeting ­ Psychologically and Emotionally
• Understanding Your Own Behavior, Strengths, Weaknesses, Desires and Fears
• How These Might Interfere with Relating or Listening to Your Prospect or Customer
• The Personal Profile System Instrument - Understanding DiSC^® Styles
• Identifying Other DiSC^® Styles
• DiSC Goals and Fears
• Selling and Servicing Different DiSC^® Styles
• Using DiSC^® in Sales Role Plays
• Applying DiSC^® to current situations
• R.E.A.L.™ Tips

Territory Management
(3 hours)

• Understanding and Profiling Your Territory or Assignment
• Optimizing Your Opportunities for Success ­ "Hit em Where They Ain't"
• Different Approaches and Strategies to Categorizing Your Customers and Prospects
• How to Qualify your Opportunities
• Implementing Your Territory Plan
• R.E.A.L.™Tips

Time and Resource Management
(3 hours)

• Time Management on a Macro Level
• S.M.A.R.T. Goals ­ Managing Yourself to Manage Your Time
• Identifying and Developing the Key Resources Inside your Organization
• Let me Count the Ways ­ Managing Time on a Micro Level
• Managing E-mail and Voicemail
• Putting it All into Your Time Management System
• Creating a Supportive Environment
• R.E.A.L.™ Tips

Gaining Access to Power
(4 hours)

• Defining Your Best Opportunities for Success
• Proactive and Situational Opportunities
• Who Do You Need to Get To?
• What Do They Care About?
• How Do You Get There -The Best Lead Sources
• Never Cold Call Again - Having A Legitimate Reason to Call
• What Do You Say When They Pick up the Phone?
• Using e-Mail and the Internet
• "People who Need People"
• Application to Real Current Situations
• R.E.A.L.™ Tips

S.P.R.I.N.G. Dialogues ­ Situation, Priorities, Needs and Gain
(4-8 hours)

• Getting Off to a Good Start
• Understanding their Current Situation
• Identifying Priorities and their Financial and Corporate Impact
• What the Customer Needs to Solve Problems
• What You Need to Know to Win the Business
• Understand the Politics of a Situation
• Planting Seeds and Criteria
• Finding The Prospect's Business and Personal Gain
• Next Steps ­ Moving the Sale Forward
• Role Playing Real Situations
• R.E.A.L.™ Tips

Effective Presentations & Demonstrations
(4 hours)

• We are Presenting all the Time
• The Proper Flow of any Excellent Formal Presentation
• Feature, Function, Benefit³ of your Solution to the Prospect or Customer
• Product Benefit Selling ­ Matching Your Product to the S.P.R.I.N.G. Findings
• Using DiSC^® in Presentations or Proposals
• Presenting to the Politics of a Situation
• Anticipating Objections
• Setting Traps and Establishing Criteria During a Presentation
• Client Needs: Your Company's Total Solution
• Practice Session - Presenting the Best Solution to a Real Live Situation
• R.E.A.L.™ Tips

R.E.A.L.™ Negotiations
(4 hours)

Everybody Wins in a Successful Negotiation

• Four Negotiation Strategies and Where they are Most Appropriate
• Preparing to Negotiate - Sales Negotiation Check List
• Bringing S.P.R.I.N.G. and DiSC^® into a Negotiation
• Thinking Outside the Box - Brainstorming Possible Alternatives
• 50 Negotiation Tactics to Use and Watch out For
• Dealing with Price Issues
• Application to Student Situations
• R.E.A.L.™ Tips

R.E.A.L.™ Team Selling
(4 hours)

• How To Get Buy In From People Who Don't Report To You
• How To Match The Requirements Of An Opportunity With The Skills Of The Team
• Matching Your People With the Prospect's or Customer's People
• Coordinating The Timing Of When You Use Your Resources
• Utilizing Executives And Management Properly
• Managing The Team For Maximum Effectiveness
• Building This Into Your Time Management System
• Application to Real Life Experiences
• R.E.A.L.™ Tips

Objection Handling
(4 hours)

• Why do Objections Occur?
• What are Objections?
• How Can we Anticipate and Handle Objections Before they Arise?
• Don't Freak Out !!
• The First Amendment of Objection Handling
• Don't Assume You Know ­ Make Sure
• Different Responses
• Practice Exercises Against the Most Common and Difficult Objections
• R.E.A.L.™ Tips

Closing
(4 hours)

• Keeping Clients Focused on Your Company
• Creating a Track of Activity
• Trial Closes
• Buying Signals - Warning Signals - Hidden Objections
• Identifying Each and Why We Don't
• 18 Different Closes
• Matching Each Close to DiSC^®
• Handling Objections During the Final Close
• Practice Exercises & Role Plays
• Course Review & Questions
• R.E.A.L.™ Tips

R.E.A.L.™ Executive Priorities and Objectives
(3 hours)

• C Level, Director and Management Responsibilities, Business Challenges and Key Performance Indicators (KPI)
• Differences by Industry
• Matching Your Offerings
• Common DiSC^® Profiles by Position
• R.E.A.L.™ Tips