Public Workshops

	Processing information
	Success comes in cans
	The ultimate skill
	Reading between the lines

This module on language reviews the importance of the words we choose when communicating, the different "modes" of communication, and the use of positive language. Includes 16 proven techniques that improve the ability to listen effectively.

Pre-Call Planning

	What we buy
	What we know
	The secret advantage
	It's the outcome stupid

As is true with most professions, the key to success in selling is preparation.

This module reviews two aspects of preparation. First is the study and understanding of why people buy your products and services. Students go through exercises that will help identify the features and benefits of what they sell.

The other type of pre-call planning is the preparation that should take place before each call including objective setting and the review of current prospect/customer information.

Creating an Unfair Advantage

	What is 'Value'
	The 'What' depends on 'Who'
	Digging for gold
	Making it real

We have seen far too many sales won by competitors who have higher prices or inferior products. And, if you have been in sales for more than nine days, you have seen it as well.

Does somebody do something unfair when this occurs? If they did they were smart. They probably created an unfair advantage by selling the end result. Understanding features and product technology is critical, but in the real world people buy the results of the products or services.

Remember, the unfair advantage in sales comes from the understanding that the products or services are only the conduit, not the bottom line. This module teaches how to present product and service benefits tailored to the customer's need and value they want to buy.

Setting Objectives

	The consistent winner
	Winning the war

Learn and apply the Three-Objective Plan on every sales call. Any call can be a success when approaching it the unique way taught in this module.

Getting to the Decision Maker

	Ready, aim…
	An ally
	The right time
	The voice mail advantage

Many times when prospecting for new business, we need to first locate, and then eventually, to speak with the decision maker.

Other times, we already know whom we need to talk with and our mission is to gain access to that person. In both instances, we will first be speaking with screeners.

Some salespeople view screeners as the enemy, someone who "guards the gate." Actually, users of the methods this module teaches will find that screeners can be a tremendous source of valuable information and can act as allies in getting to the decision maker.

The Sales Call Process

	One, two, three, and four
	Consistency
	Crosses and dots
	Agreeing to say yes

Many of the world's best sales forces are the best because they have codified and developed a documented sales call process. Having a map of the things we as salespeople have to do to make a sale provides a framework for sales planning and activity that reduces mistakes and shortens the cycle.

However, the "best" of these process maps are those that account for the things our prospective customers have to do each step of the way in order to buy. The truth is, the things we do at any particular step or stage in the process could be a complete waste of time if the client doesn't do what they must to move forward to the next step or stage in their buying process.

This module teaches how to use your sales call process to identify, understand, and keep control of the customers buying process.

Thirty Seconds That Can Make or Break You

	Capturing attention
	You already know
	They are involved
	Transitioning

On any call, you have about 30 seconds to convince your prospect to listen and share information.

Opening statements can either pave the way for a smooth, successful call, or they can trip you up before you have a chance to really begin.

This module reviews the importance of always having a well-prepared opening that will help you generate interest, attract attention, and kindle the prospect's desire to cooperate and participate in the call. Participants work to develop opening statements they will use to accomplish these objectives.

	Separating fact from fiction
	The interview
	Touching all the bases
	Surfacing the pain

Value selling is based upon identifying the needs of prospects/customers and then meeting those needs with the benefits offered by your products and services. This needs-identification process is accomplished through the questioning of your prospect/customer.

In this module we will review the importance of questioning, go through the questioning process, and provide guidelines in formulating and asking effective questions. In addition, participants complete exercises to help them determine what information they need to uncover from any individual prospect.

Handling Give and Take

	Playing the game
	The win-win
	Avoiding detours
	Staying in control

On every call, the sales call process plan is your guide. However, the prospect or customer doesn't always cooperate with that plan and may offer resistance, wants to control, doesn't want to answer questions, or gets off the subject you wish to pursue.

All of these situations are to be expected, so the key to a successful call is knowing how to redirect the meeting back to a desired path. This module teaches easy to use methods to help you maintain control.

Helping the Customer Buy From You

	How today's customers buy
	Understanding implications and consequences
	The affirmation
	Taking them there

After the needs, wants, and concerns of prospects/customers have been sufficiently identified, your task is to tell them how you would fill those needs and wants, and resolve their concerns and problems. This is accomplished through your sales message, or sales presentation. This module teaches the sales message sequence and useful sales message techniques. Participants are guided through message building exercises developed around their own products and services.

Resistance and Buying Signals

	Sensing resistance
	Paint a picture
	When they want it
	Make it easy

During give and take with the prospect, and before and after the sales message, prospects/customers will be reacting with resistance and/or buying signals.

Resistance is not rejection, and it is not always an objection either. However, sometimes indications that the prospect is agreeing with what is being said or covered are apparent. These are buying signals. Buying signals are the cue to begin the closing process. This module will review resistance and buying signals and how to effectively handle them.

Asking for the Order

	When it is their idea
	It can happen naturally
	Do it now
	Follow the leader

Theoretically, if you follow the principles of "Value Based Consultative Selling", prospects will say, "Sounds good. Sign me up." Occasionally this will happen, but in the majority of cases, you need to ask for the sale. This is the close.

This module teaches the importance of closing, presents several examples of closing techniques, and guides participants through solution based closing exercises developed around their own customer's needs and requirements.

Overcoming Objections the Right Way

	Understanding objections
	The devil they know
	Using knowledge
	Effective techniques

Without objections, selling would simply be order taking. Professional sellers accept and welcome objections as challenges and opportunities.

This module covers what an objection really is, the four types of objections, the four step process to handling objections, and "Planning for Objections Exercises" constructed around participants everyday experiences.

The Winning Attitude

	You can win every time
	X's and O's
	Being the best you can
	The success scorecard

If you can't measure it, you can't improve it. This module introduces and instructs participants in the use of a "Sales Call Self Evaluation" that measures areas for improvement and overall success.

Caruso & Associates
301 East Fifth Avenue
Tarentum, PA 15084
866.793.6556
info@sell-smart.net