Training Guide 6 - Learn creative solutions to overcome selling road blocks & Confidently Close More Sales

Our most comprehensive training guide is split into two parts.

Part One - Overcoming Selling Road blocks

A lot of sales people take objections personally. They find it hard to move beyond them and get stuck in a rut. Great sales people are able to take learning's away from each interaction, refocus and reframe. Poor sales consultants relive every rejection over and over again. They turn these objections into excuses for why they can't achieve their sales targets time and time again. Interestingly enough though, what we found from our study of multi-millionaire sales people, is that the more successful they were the fewer objections they had. In fact some had no objections whatsoever. 

There could be two reasons for this:

  1. They spend a lot of time qualifying the customer first
  2. They don't view objections as objections, but rather a point they need to clarify

Objections are just opinions, get curious in them.

In this section we provide tools and techniques which will enable your team to:

  1. Identify secondary objectives
  2. Learn how and when to make concessions
  3. Change their perception of objections as mere opinions we can either ignore or get curious about
  4. Learn how top sales consultants avoid objections altogether 
  5. Identify their own early signs of defensiveness when a customer raises a concern about a product they've presented 
  6. Learn simple techniques for building rapport and enhancing trust once a customer voices a concern
  7. Identify the differences between objections and excuses 

Includes:

  • 3 interesting stories to explain concepts and add variety to your training
  • 3 hand-outs that capture key concepts team members can use as quick reference guides
  • 1 group exercise to help convey key learning's and to add energy and fun to the training
  • 1 individual exercises for each team members self-awareness, personal growth and development

Part Two - Confidently Close More Sales

The best sales are the ones that close themselves, and most do with a bit of help from the sales consultant.

From our studies with multi-millionaire sales people we've found very few use a direct closing technique, or 'ask for the sale'. The majority of their customers close the sale themselves by deciding to make a purchase. This is best, as the product is then something they bought, as opposed to something they were sold.  The majority return to the same consultant time and time again, because they trust them not to sell them something, but rather to provide advice and consultation.

 In this section we provide tools and techniques which will enable your team to:

  1. Realize that not every sale is a good sale, and they need to qualify them first
  2. Understand the thoughts that occur when a customer's deciding whether or not to commit to a sale
  3. Feel confident helping a customer through that moment of hesitation 
  4. Apply a variety of techniques to help a customer make a purchasing decision
  5. Be able to tailor their technique to each customers personality type and the situation
  6. Use a variety of consultative closing techniques 

Includes:

  • 1 interesting story to explain concepts and add variety to your training
  • 3 hand-outs that capture key concepts team members can use as quick reference guides
  • 2 group exercises to help convey key learning's and to add energy and fun to the training
  • 15 indirect, subtle closing techniques

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