R.E.A.L. ™ Selling Services - IPG | Improved Performance Group

Program Benefits Increase number of sales opportunities Drive more business from existing customers Utilize technical personnel to win larger deals Expand scope of projects Increase utilization of consultants Maintain higher margins and profitability	Who Should Attend All pre and post technical support personnel All consultants Project Leaders Sales Support Management
R.E.A.L.™ Selling Services

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^® 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 Account Management (3 hours) Understanding and Profiling Your Accounts 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 Account Penetration (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 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 hours) Getting Off to a Good Start Understanding their Current Situation Identifying Priorities 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, Benefit³of your Solution tothe 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 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