Program Benefits

• Increase Profits and Revenue
• Sell Solutions and Value
• Shorten Sales Cycles
• Increase Customer Satisfaction and Retention
• Increase Competitiveness
• Win Higher percentage of Sales Opportunities
• Handle Problems More Effectively

Who Should Attend

• Inside Salespeople
• Outbound Telemarketers
• Help Desk Personnel
• Technical Support
• Inside Sales Support

Sample 1 - 3 Day Program

DiSC^® & Getting Out of Your Own Way

• 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

Using the Telephone Effectively

• What are the Differences Between Selling on the Phone vs. In Person
• The Importance of Listening
• Your DiSC^®/Listening Style
• Understanding Your Listening Modes
• Tracking Your Sales Activity - The Value of R.E.A.L.™ Tips

Time/Territory Management

• Managing e-mail, voice mails, emergencies, and priorities
• 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
• Handling Inbound and Outbound
• Implementing Your Territory Plan
• R.E.A.L.™ Tips
  

Prospecting

• 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
• 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

• Getting Off to a Good Start
• Understanding their Current Situation/Qualifying Quickly
• 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 to Upsell
• Finding The Prospect's Business and Personal Gain
• Next Steps ­ Upselling and Moving the Sale Forward
• Role Playing Real Situations
• R.E.A.L.™Tips

Making Presentations over the Phone

• Creating Value and Benefit Statements over the Phone
• The Proper Flow of a Phone Presentation
• How to Combine with an Effective Web Demo
• Keeping People Involved Over the Phone
• Presenting to Committees
• Practice Session - Presenting the Best Solution

R.E.A.L.™ Objection Handling

• 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

R.E.A.L.™ Closing

• 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

• 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